393 Selling Your Expertise by Robert Chen
The Marketing Book Podcast
Douglas Burdett
4.9 • 868 Ratings
🗓️ 22 July 2022
⏱️ 95 minutes
🧾️ Download transcript
Summary
Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers by Robert Chen
About the Book:
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 is a Partner at Exec|Comm LLC, a global skills-based training consultancy where he leads the firm’s business development and sales efforts.
In addition to his corporate client work, Robert teaches Advanced Persuasion and Storytelling at the Wharton School for their MBA and Executive MBA programs.
Robert founded Embrace Possibility, a digital media site focused on helping people reach their full potential. In 2013, Robert published his book on goal setting and success, The Dreams to Reality Fieldbook: A Step-by-Step Guide to Get What You Want.
He has shared his perspective on business development, strategic career management, and professional development in numerous articles for Fast Company, Business Insider, and Training Magazine.
Robert holds an MBA from Wharton and double majored in Chemistry and Economics at Cornell University.
And, interesting facts – he has lived in China and Japan, visited the seven continents, got his start in the business world as a student selling Cutco knives and his LinkedIn bio mentions that he is a semi-cool dad at home.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/selling-expertise-robert-chen
Transcript
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| 0:00.0 | This is Robert Chen, author of selling your expertise, the mindset, strategies, and tactics of successful rainmakers, and you are listening to the Marketing Book Podcast. |
| 0:11.0 | Welcome to the Marketing Book Podcast, helping you keep up with the smartest thinking in the quickly changing |
| 0:18.8 | field of modern marketing. |
| 0:21.0 | And now here's your host, Douglas Burdett. |
| 0:24.6 | Hello, thanks for joining me on the marketing book |
| 0:26.4 | podcast, where each week I publish an interview |
| 0:29.0 | with the author of a new marketing or sales book |
| 0:31.2 | and which has been named as one of the top marketing |
| 0:33.3 | podcast by Forbes and LinkedIn amongst others. Don't worry about taking notes you can |
| 0:38.3 | find links to everything linkable in this episode's website page at |
| 0:41.5 | marketing book podcast.com. And since I get to read every |
| 0:45.7 | book featured on the show, if I can recommend a specific marketing or sales book or |
| 0:50.2 | any other resource I know of for whatever challenge you're facing, |
| 0:53.6 | send me a LinkedIn connection invite with a message that you're a |
| 0:56.3 | listener and I will do my best to get you pointed in the right direction. |
| 1:00.6 | My name again is Douglas Burdett. This episode is sponsored by marketing architects, |
| 1:06.2 | creators of the all-inclusive TV advertising concept that's so revolutionary, they wrote a book about it. |
| 1:12.3 | I'll tell you more and how to get a free copy of the book in a few minutes. |
| 1:16.1 | Now let's get on with the show. Today we welcome Robert Chen to talk about his new book which is already a Wall Street Journal bestseller, |
| 1:25.3 | selling your expertise, the mindset, strategies and tactics of successful rainmakers, |
| 1:30.1 | published by Wiley. |
| 1:31.8 | Robert Chen is a partner at Execcom LLC, a global skills-based training consultancy where he leads |
... |
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