Winning In The Invisible Market: A Guide To Selling Professional Services In Turbulent Times

by Robert A. Potter

Book Overview

How are successful, professional service providers selling and winning new business in these turbulent times? Potter has found that the way to win is to engage clients before they look for service providers. This book provides a map and navigation tools to penetrate and capture new business.

• Format: Paperback
• Language: English
• ISBN: 0974320005
• ISBN13: 9780974320007
• Release Date: June 2003
• Publisher: R. A. Potter Advisors LLC
• Length: 156 Pages
• Weight: 0.95 lbs.
• Dimensions: 0.4" x 6.2" x 8.6"

Customer Reviews

Great book

This is a terrific book. It came at a good time as we are going through sales training that shares similar principles. The process has made a huge impact to our business.

A small book with a BIG message

If you are responsible for any part of securing new professional services business engagements - you've read what this book has to say in a myriad of forms. However, this particular presentation by Robert Potter sticks with you. It is an excellent self help book, a great training tool, and a "must have" in any professional services marketer - or provider's library.

You need this book

"Winning" has captured one of the bests techniques to attract clients for professional services. I work as a Director of Business Development in the pharmaceutical development contract research industry (CRO) and am responsible for Boston / Cambridge, a highly competitive industry and territory. This book is a must read for business development professionals and the principles described are very different than the common 'sales' books. These strategies *WILL* set you apart from most of your competition. Even if you are successfully using some of the techniques already, having clarity on why they work and how to improve is worth the read. I subsequently purchased copies for the entire BD staff and our CEO.

Fresh and valuable insights into the art of selling

This book offers great advice for anyone in sales, but especially for those selling professional services. If you're a self-employed professional or want to become a rainmaker in your company, this book will teach you an effective sales method that will help you beat the competition every day of the week. Despite what the subtitle implies, the advice in this book is of perennial interest and not just good for bad economies. If you take the author's advice and work in the "invisible market" before anyone else even knows there's a sale to be made, your success rate will be good, no matter what the economic climate.