Are you a coach, consultant, speaker, trainer or service professional like a therapist, accountant, or lawyer struggling with sales, marketing, and networking? Maybe it’s not comfortable for you or it doesn’t feel easy?
Are you great at what you do, but your revenues don’t reflect it yet, or haven’t yet grown to the level you expected? You know you’re making a difference with your clients, but you’re not seeing it in your bank account yet?
Are you yearning to figure out how to create more clients, more money, and more fulfillment in your business?
You can SEAL the DEAL!
Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business
The book demystifies how successful coaches and consultants make money while making a difference…CLICK HERE TO PURCHASE PAPERBACK or see below for e-book, self-study program, online success kit and other versions.
The innovative, 10-Step Seal the Deal system reveals how to integrate the critical trinity of networking, marketing and sales to find and land the ideal clients who need your genius. Learn how to integrate these business building strategies while making a difference doing the work you love. This book includes worksheets, diagrams, checklists, and step-by-step instructions to Seal the Deal.
Read Rave Reviews for the book Seal the Deal, which you can purchase multiple ways:
- Buy the paperback (which will be shipped to you)
- Buy the digital download (PDF) (which is instantaneous)
- Buy it on Kindle
- Buy the abridged mp3 audio companion (Rainmaking Made Easy – immediate download for your favorite mp3 player)
- Buy the new self study training program
- Buy the Seal the Deal Success Kit
- Work 1:1 with Suzi Pomerantz to customize a business development coaching package focused on advancing your business!
In the video below, author Suzi Pomerantz introduces the book, Seal the Deal…
Seal the Deal makes marketing services simple. Learn the ten core steps in a proven process, including the Essential Mindsets for Selling Services and a road-tested system for how to simultaneously manage networking, marketing and sales to get the clients you want. Coaches, consultants, counselors, and self-employed professionals of any industry will find practical, proven, powerful strategies to build your business beyond bountiful.
Suzi Pomerantz takes a coach approach to sales and shows you how to:
- Never make a cold call again
- Build your business while billing time
- Reframe how you think about sales and selling
- Eliminate phone fear and fill your schedule with prospective clients
- Handle objections at every stage of the sales process
- Think about sales meetings as a chess match
- Master networking so you can manage your relational assets
- Ask for what you want
- Track your progress and utilize the sales and service cycles synergistically
- Integrate her proven selling system with your natural style and personality to take actions that feel comfortable and sustainable
- Build your business your way
- Take the mystery out of how to get the clients you want
- Take the struggle out of selling your services to executives and organizations
- Find the sweet spot where networking, marketing and sales intersect so you can successfully Seal the Deal!
SAVE!
The book retails at Amazon and Barnes & Noble, but you can get the full book here in digital format for less!
OR – buy the paperback by clicking here: I prefer to read a real book, not digital!
Find your Sweet Spot!
Learn where Marketing, Sales, and Networking Intersect for your Business!
SEAL THE DEAL BOOK (Digital Format)
This is the fully formatted, 356 page best selling book in a digital format.
In this book, you’ll learn the distinctions between, and how to integrate networking, marketing, and sales to grow your professional services business!
Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business demystifies how successful coaches make money while making a difference. The innovative, 10-Step Seal the Deal system reveals how to integrate the critical trinity of networking, marketing and sales to find and land the ideal clients who need your genius.
If you are a coach, consultant, or solopreneur who is great at what you do, but who has also been struggling with how to grow your valuable service business, we invite you to step behind the success curtain to learn the insider growth secrets that will get you booking clients and breathing easy. Each chapter starts with part of an actual transcript of a telecourse session. You’ll get to know the participants, their fears and successes and their experiences as they learn the same process you’ll be learning.
Learn how the top 1% of coaches, consultants and other professionals get it done (and how you can too) in leading coach, Suzi Pomerantz’s best selling book!
More than 15 FIVE STAR reviews on Amazon.
Here’s what leaders you may know are saying –
Praise for Seal the Deal!
“Seal the Deal is a cogent, coherent and comprehensive approach to business development. Don’t miss it!” — Ken Blanchard, Co-author The One Minute Manager and Leading at a Higher Level
“Many great coaches and consultants have the dedication, education and experience needed to help others. They are just missing clients! Seal the Deal shows you how to solve this problem and helps you turn great talent into a great business. This is an important book!”
— Marshall Goldsmith, America’s pre-eminent execu- tive coach and author of 22 books on leadership.
“Seal the Deal, more than a traditional book, is a series of powerful coaching sessions dealing with a big breakdown that many excellent coaches and consultants face today: they don’t know how to sell their services to organizations. Suzi Pomerantz not only knows, she can also coach us so we can learn that critical ability.”
— Julio Olalla, President, Newfield Network, Inc.
Buy it now:
OR – buy the paperback by clicking here: I prefer to read a real book, not digital!
TABLE OF CONTENTS
Acknowledgments
Preface
Self-Assessment Quiz: How Ready Are You? Test Your Seal the Deal-ability
Introduction
Overview of Seal the Deal
Why Buy From You?
No One is On the Bench
Competition
Navigational Elements of the System
Step 1 — Demystifying Selling: Distinguishing Networking, Marketing, and Sales
Telecourse Session #1: Your 30-Second Commercial
The Difference between Networking, Marketing and Sales
30-Second Commercial Basics
The 30-Second Commercial
Time Management
Losing Negative Baggage
Helping Professions and the Conflict With Sales
Worksheet: Understanding your Mindsets
Partnership and Service: Mental Positioning
Distinguishing Between Networking, Marketing, And Sales
Time Management: The Accordion Effect
Worksheet: Time Management
Worksheet: Planning Your Week
Step 2 — The Sales Process, Targeting, Prospects, and Branding
Telecourse Session #2: The Sales Process and Introduction to Targeting
Fine-Tuning Your 30-Second Commercial
The Sales Process and the Bowtie Model
The Bowtie Model for Sales and Service
Defining Your Services
Sample: Definitions of Executive Coaching
Moments of Truth and the Service Cycle
Branding
Branding Worksheet: Defining Your Brand
Targeting Worksheet: Making Strategic Choices
Step 3 — Calling Prospects and Setting up the First Meeting
Telecourse Session #3: Moving Toward Your First Client Meeting
The Sales Process Revisited
Appointment-Setting Tips
Starting the Client Conversation
Phone Fear
Exercise: Guided Inquiry about Phone Fear
Making Calls to Set Appointments
Practice Script: Setting Appointments
Keeping a List
Tip Sheet: Appointment Setting
Worksheet: Prospect Contact Log
Step 4 — Handling Objections and Gatekeepers
Telecourse Session #4: Getting Appointments
Appointment Setting Results
Cold Calls, Phone Fear, and the Myth of Preparation
Dealing with Objections
Beyond Objections
Getting Past the Gatekeepers
Voice Mail Gatekeeping
Practice Script: Voice Mail Messaging
Handling Objections… The Beginning of the Chess Match
Tip Sheet: Typical Objections and Responses
Handling Rejection
Worksheet: Overcoming Objections
Keeping Track
Worksheet: Prospect Call Analysis
Step 5 — The Client Meeting As Chess Match
Telecourse Session #5: Into the Client Meeting
Experiences with Objections
The Power of Persistence
Leading Into the Client Meeting
Elements of Successful Client Meetings
Keeping Your Focus in a Client Meeting (Keep Your Head in the Game)
Listening in the Client Meeting
Strategic Storytelling
Getting a Second Meeting
Checklist: Elements of Successful Client Meetings
Sample: Client Meeting Questions
Checklist: Client Meeting Reminders
Step 6 — Following Up and Tracking
Telecourse Session #6: Follow Up
Working Strategies for Follow Up
Follow Up Support Systems
Following Up and the Mind Games We Play
Tracking Your Progress
Step 7 — Proposals, Pricing, and Contracting
Sample: Coaching Proposal Cover Letter
Sample: Coaching Proposal
Telecourse Session #7: Dialogue on Proposals
The Offer
About Fees, Value, and Giving Work Away
Proposal Basics
Proposal Formats
The Purpose of Proposals
Proposal Models
Pricing
Shifting the Money Conversation
Asking for What You Want
Contracting and Setting up an Engagement
Sample: Coaching Agreement
Sample: Individual Coaching Agreement
Coaching ROI Resources
Step 8 — Networking
Telecourse Session #8: Expanding the Sale and Using Your Network
Ways to Expand the Sale
Ongoing Networking
Networking Mindsets
Networking Vehicle: Informational Interviews
What Is Networking?
Nine Mindsets of Networking
Checklist: Networking Actions
Step 9 — Expanding the Sale While Serving the Client
Telecourse Session #9: Getting New Business from Clients
A Glance Back: Networking, Marketing, and Prospecting
The Lessons Learned Meeting
Damage Control and Handling Critical Feedback
Building Business While Billing Time
Handling Yourself in a Lessons Learned Meeting
Checklist: Lessons Learned Meeting Discussion Points
Initiating New Sales Conversations
Step10 — Building Business and the Art of Referrals
Telecourse Session #10: Referral Relationships
Great Lessons Learned Questions
Leveraging Referrals
Referrals 1-2-3
Referral Guidelines
Checklist: 4 Keys of Referrals
Integrating it All
Getting in Action
Worksheet: Personal Action Plan
Template: Personal Strategic Business Development Action Plann
Worksheet: My Personal Strategic Business Development Action
Plan in three distinct domains: Networking, Marketing, and Sales
Worksheet: My Individual Selling System
Mental Positioning: Critical Mindsets for Success in Sales
Final Thoughts and Next Steps
Authenticity
Vision
Money
Attitude
Daily Chafes
Fake It
Persistence and Resilience
You’re Only As Good As Your Weakest Link
Play Big
Mailbox Money
How Big Is Big Enough?
Harness the Sales Process
Onward . . .
More Homework
Recommended Reading
About the Author
Search Inside the book on Amazon
Buy it now:
OR – buy the paperback by clicking here: I prefer to read a real book, not digital!
If you don’t care for the digital format, you can always buy the book in paperback form on Amazon by clicking here.