Winning The Race To The Market

Six Steps for Successful Sales of Professional Services

This dynamic new product contains three CDs and two workbooks. The CDs were recorded before a standing-room-only audience, and include the energy, humor, and pragmatic techniques found in all of Alan’s appearances. The recording was edited to almost three full hours of high content material, including questions and answers, and is augmented by a workbook containing copies of all slides and visual aids used, as well as 100 pages of supplemental reading to support the CDs.

In brief, this is a complete learning package which will enable anyone to immediately employ techniques to accelerate business and achieve more traction—in short: Win the Race to the Market.

Learn how to destroy the myths which tend to reduce our effectiveness and counter them with powerful, fast, well-engineered practices which will build business and elevate fees.

Specifically:

• Forget about price and focus on value.
• Refuse to be seen as a vendor and create peer relationships.
• Ignore the economy and prepare for the likely objections.
• Don’t send proposals, establish conceptual agreement.
• Never under promise and over-deliver, just deliver your promise.
• Abandon “pain” and “fixes” and instead raise the bar.

This is a “must” for the libraries of serious entrepreneurs, solo practitioners, and marketers of professional services.