Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers

  • 7h 51m 7s
  • Robert Chen
  • Gildan Media
  • 2022

How do rainmakers consistently and continuously sell their ideas and grow their client base? They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking.

In Selling Your Expertise, 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.

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 knowledge you need to:

  • Develop a client-focused mindset to build a thriving book of business
  • Use effective strategies to find your ideal prospects and turn them into long-term clients
  • Apply 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 is a Partner at Exec|Comm and leads the firm’s business development efforts. He helps Fortune 100 business leaders and their teams tap their potential, deepen client relationships, and win in the most competitive marketplaces. In addition to his corporate client work, Robert teaches Advanced Persuasion and Storytelling and Managerial Communication at the Wharton School for their MBA and Executive MBA programs. He was recognized in 2021 with the Top 50 Outstanding Asian Americans in Business Award. Robert writes for Fast Company, Business Insider, and Training Magazine.

In this Audiobook

  • Introduction
  • Chapter 1 - Eagerly Dedicated
  • Chapter 2 - Authentically Open
  • Chapter 3 - Consistently Client-Focused
  • Chapter 4 - Realistically Optimistic
  • Chapter 5 - Confidently Humble
  • Chapter 6 - Mining for Gold: When You’re Searching for a Real Need
  • Chapter 7 - Opportunity Knocks: When a Need Presents Itself
  • Chapter 8 - Success Upon Success: When You’re Uncovering Additional Needs
  • Chapter 9 - Build a Trusted Reputation
  • Chapter 10 - Communicate Care, Competence, Collaboration
  • Chapter 11 - Drive the Process Forward
  • Chapter 12 - Protect Your Rainmaking Time
  • Chapter 13 - Stay Relevant