Books for Selling Consulting/Engineering Services

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canga
Posts: 83
Joined: Thu Nov 26, 2009 6:50 pm

Books for Selling Consulting/Engineering Services

Post by canga »

I'm a professional engineer working as a consultant, and I am getting the opportunity to travel to a new region to take over a small existing client base. In between projects I expect to be knocking on doors, taking potential clients to lunch, etc., to help grow the client base. Can you recommend a few books or other resources I can use that would help with this process?

I've already read the You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler, but did not particularly like the approach. It was recommended by a colleague, so I'm assuming I may need to re-read parts of it to and figure out how to apply it to my own personality and industry. I also purchased and started reading How to Win Friends and Influence People by Dale Carnegie.

Any other resources would be greatly appreciated, thanks.
moneytobless
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Re: Books for Selling Consulting/Engineering Services

Post by moneytobless »

Hi canga,

Try

Secrets of Consulting by Gerald M. Weinberg http://www.amazon.com/The-Secrets-Consu ... Consulting

Alan Weiss is also known as an expert in consulting. Check out

Getting Started in Consulting http://www.amazon.com/Getting-Started-C ... Consulting

or

Million Dollar Consulting: The Professional's Guide to Growing a Practice http://www.amazon.com/Million-Dollar-Co ... a+Practice
TRC
Posts: 1969
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Re: Books for Selling Consulting/Engineering Services

Post by TRC »

I'm a big fan of David Sandler's methodology. The concepts in his book are great, but as the book highlights, it takes reinforcement training on-going practice to really master it. I enrolled in an 8 week Sandler boot camp that met once a week for a morning covering each topic in great detail. I found it highly valuable and probably the best sales training I've attended (I've been through a bunch at my company).

Another one of my favorite books is Neil Rackham's SPIN Selling. This is exceptionally good for prospecting and initial qualification.
SteveKL
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Re: Books for Selling Consulting/Engineering Services

Post by SteveKL »

The 4-Hour Workweek by Timothy Ferriss (Want to work less, achieve more, and get paid according to your output? A must-read.)

The E-Myth Revisited by Michael Gerber (Even if you are the only "employee" you will ever have, learn to systemize your business before it even starts.)

Winning through Intimidation by Robert J. Ringer (A must for every self-employed person, seriously. Don't be put off by the title.)
Topic Author
canga
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Joined: Thu Nov 26, 2009 6:50 pm

Re: Books for Selling Consulting/Engineering Services

Post by canga »

Thanks for all the recommendations, I have lots of reading to do!
mgcfo
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Re: Books for Selling Consulting/Engineering Services

Post by mgcfo »

I've been consulting since 2001, and the best resource I've found on selling is Integrity Selling for the 21st Century by Ron Willingham.

Consider the following resources over the course of the next year as you think about growing and scaling your business:

-1- Go to http://www.gazelles.com and get on Verne's weekly e-newsletter list. This is the best business e-newsletter I've ever read and it only takes a couple minutes to read weekly. You may want to consider buying his book while at the website called Mastering the Rockefeller Habits.

-2- Find the audio called Pure Genius by Dan Sullivan on http://www.nightingale.com. It's not about selling, it's not about growing a small professional services practice. Rather, it's aimed at entrepreneurs of all sizes and the focus is on mindset. I listen to it about twice a year.

-3- Wait a year, but read Built to Sell by John Warrillow. Every small business owner regardless of size should read this.

-4- Getting Naked by Patrick Lencioni will shed some light on how we treat our clients - don't worry, it's G rated as it's a business book.

-5- Finally, the E-Myth Revisited by Michael Gerber is a must read for every new (even experienced) entrepreneur. While his primary message could have been summarized in just a few pages, one of the heavy themes in the book is systems/processes.

In short, the books above address how to fish, where to fish, and the fulfillment process once you have developed a client relationship.

Good luck.
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