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

1. Chapter 3
2. Chapter 5
3. Chapter 6
4. Chapter 7
5. Chapter 9
6. Chapter 10
7. Chapter 12

1. Chapter 1
2. Chapter 2
3. Chapter 3
4. Chapter 4
5. Chapter 6
6. Chapter 7
7. Chapter 8
8. Chapter 9
9. Chapter 11
10. Chapter 12
11. Chapter 13

The growth of any organization is driven by its sales team and is vital to future success. Selling Your Expertise shows how a positive approach combined with best practices can increase productivity, output, and ultimately, success. An essential how-to book for professionals in any industry who want to grow their business and build their future.

Ken Daly,
President, St. Thomas Aquinas College

If you are like most highly-educated professionals, selling seems like a foreboding exercise that you must force yourself to do at the inflection point in your career when you suddenly face being evaluated not on your expertise but instead on your ability to generate business. Selling Your Expertise is a must read for any professional striving to become a rainmaker, anyone who has realized through painful experience that there must be more to selling than schmoozing.

John Chou,
former Executive Vice President and Chief Legal Officer, AmerisourceBergen

Chen gets it right; rainmaking is essential in virtually all business enterprises. And that skill can be taught and learned.

Stanley Goldstein,
Chair Emeritus, New York Alternative Investment Roundtable, Chairman, Sustainability Investment Leadership Council

Chen empowers us as professionals to not just deliver our work but to create value by selling. Whether you are a first-timer or a seasoned business developer, new or resistant to selling, Selling Your Expertise will open your mind and heart to greater career opportunities and rewards. Thank you, Robert!

Jay Persaud,
Vice Chair, Big Four Professional Services Organization

Building and maintaining lasting client relationships is key for the long-term success of any business. Selling Your Expertise outlines a clear roadmap with proven strategies to leverage your professional experience and knowledge to serve your clients, build enduring relationships, and scale the business.

Srinivas Rapthadu,
Business Transformation Officer, Global Strategy Consulting Ecosystems, SAP

Remarkable insights and an in-depth resource for anyone who views a sales role with skepticism or trepidation. I view Selling Your Expertise as essential reading for anyone in professional services who is serving in a technical role. Here is a practical and realistic guide for building a career roadmap for success.

Hiroshi Baensch,
Senior Partner, Mercer

You can offer the best data, models, and analytical skills in the world, but more important than any of that is the ability to sell your expertise. Robert Chen provides some unique and invaluable lessons, which I find immediately useful for my own teaching and consulting work.

Professor Peter Fader,
Frances and Pei-Yuan Chia, Professor of Marketing, The Wharton School of The University of Pennsylvania

Robert Chen clearly understands the subtleties and nuances of interpersonal dynamics. In Selling Your Expertise, his advice on how to develop business authentically in your own voice is not to be missed.

Michelle Nasir,
Chief Talent Officer, Arsenal Capital Partners

If there is one book to read on developing selling acumen for someone who is not a born salesperson, Selling Your Expertise is it. It offers relational guiding principles and step-by-step approaches that help any expert within their business understand how to build a thriving book of business. You'll not only gain practical insights, but the confidence to be a rainmaker!

Paul Wypasek,
Chief Learning Officer, Turner Construction

Robert Chen

Copyright 2022 by Exec|Comm, LLC.

All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:

Name: Chen, Robert (Executive Coach), author.

Title: Selling your expertise : the mindset, strategies, and tactics of successful rainmakers / Robert Chen.

Description: Hoboken, New Jersey : Wiley, [2022] | Includes index.

Identifiers: LCCN 2021054272 (print) | LCCN 2021054273 (ebook) | ISBN 9781119755142 (cloth) | ISBN 9781119755272 (adobe pdf) | ISBN 9781119755128 (epub)

Subjects: LCSH: Selling. | Service industries.

Classification: LCC HF5438.25 .C4795 2022 (print) | LCC HF5438.25 (ebook) | DDC 658.85dc23/eng/20211202

LC record available at https://lccn.loc.gov/2021054272

LC ebook record available at https://lccn.loc.gov/2021054273