Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers
- 4h 38m
- Robert Chen
- John Wiley & Sons (US)
- 2022
Build your book of business and sell more services with this expert guide for knowledge professionals
How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking.
In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries.
Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to:
- Develop a client-focused mindset to help build a thriving book of business
- Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track
- Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles
The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
About the Author
Robert Chen (New York City; www.exec-comm.com) is a Partner at Exec|Comm and leverages his business, science, and cross-cultural background to help Fortune 500 business leaders and their teams communicate, sell, and lead more effectively. He works with top firms within a diverse set of industries ranging from financial services to management consulting to healthcare. Internally, he leads Exec|Comm’s talent management and business development functions. Robert began his career as an equities trader with Centurion Securities before sharpening his international business and project management skills at a multinational manufacturing company in China. After returning to the United States, Robert pursued his passion for developing others as a corporate sales trainer at Healthfirst. He continues to help people reach their full potential through Embrace Possibility, a digital media site he founded. Robert gives back to the Pan-Asian community by chairing a group of senior executives dedicated to increasing diversity in the C-suite. Robert has an MBA from Wharton and double major in Chemistry and Economics from Cornell University. He is certified in Marshall Goldsmith’s Stakeholder Centered Executive Coaching approach. His writing has been published at Fast Company, Training Magazine, and the Wharton website. He wrote The Dreams to Reality Fieldbook, which is currently available on Amazon. He also teaches persuasive communication at the Wharton School.
In this Book
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Foreword
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Introduction
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Eagerly Dedicated
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Authentically Open
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Consistently Client-Focused
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Realistically Optimistic
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Confidently Humble
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Mindset Matters
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Mining for Gold—When You’re Searching for a Real Need
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Opportunity Knocks—When a Need Presents Itself
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Success Upon Success—When You’re Uncovering Additional Needs
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Strategies Matter
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Build a Trusted Reputation
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Communicate Care, Competence, Collaboration
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Drive the Process Forward
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Protect Your Rainmaking Time
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Stay Relevant
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Tactics Matter
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Conclusion
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Notes
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Recommended Resources
