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Selling Professional Services the Sandler Way by Chuck & Evan Polin

The full title of this book by Chuck & Evan Polin is

Selling Professional Services the Sandler Way: Or, “Nobody Ever Told Me I’d Have to Sell!”

In my review posted on Amazon.co.uk, I gave the book a 3 Stars rating. This means it is Worth Reading.

Here is my book review.

Wide ranging look at marketing and sales of professional services

This book sets out to show that any professional can bring in new clients and it’s not just the province of the mysterious “rainmakers”.

Think that sounds unlikely? Well the book applies the well established and proven Sandler sales system to the task of selling professional services.

The book adds some interesting perspectives to the difference between your identity and your role performance and splits people into three categories. I don’t entirely agree but it will challenge your beliefs.

It’s disappointing to see the book repeat the myth of the 1953 Yale University goal setting study. If you search the Internet, you’ll see this refuted by Yale themselves. This is sloppy by the authors since it seems such a good story.

There are plenty of tips in the book as it goes through your 30 second ad, asking for referrals, social media, workshops and similar events etc.

The book has the normal rant about being an unpaid consultant yet Sandler themselves provide free advice in terms of YouTube videos and articles and have a growing list of useful books. Why? Because in this day and age, you need to establish your expertise and difference from your competitors. You do that by sharing your ideas.

It then goes into the Sandler Submarine, step by step which will be familiar to you if you’ve read some of the other Sandler books.

Two points of irritation

One is the way the case studies gave been incorporated into the kindle book. These are blocks of print in the firm if images, which means you can’t highlight smaller sections.

Second, the table of contents is under-developed. It shows the chapters but not the titles of the chapters so you can’t jump to the section you want to review.

In terms of rating, it’s probably between 3 and 4 stars depending on how much you already know. I’ve read it as part of my Kindle Unlimited subscription and a test of a 4 or 5 star book is that I should feel a desire to buy it to add to my library. I don’t so it’s 3 star from me.


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