Content1 Foundation151.1Selling as a second discipline: why?161.2Cold calling? We don’t go there!201.3Selling Professional vs Professional Seller221.4Three Obstacles – Dare, Do & Discipline241.5Dare – the nasty taste of selling251.6Dare – no is an okay answer261.7Dare – a matter of trust311.8Dare – But I don't have a talent for that …331.9Dare – but will I still be myself?351.10Dare – overcoming mental blocks371.11Do – what and how?421.12Do – Practice makes power441.13Discipline – important but not urgent451.14Discipline – make a plan and execute it501.153D’s together – Just-Do-It552Getting in touch572.1Buying signals: offer help to your clients582.2Buying signals - advanced662.3Safety match story: when should I call you?712.4Networking – what’s in a name?812.5Networking – but with whom?912.6Setting up a meeting952.7Network conversations – from coffee to business1012.8Networking for introverted people1052.9Networking with LinkedIn1062.10The seven-step-stairs1092.11Reconnecting with dormant clients1122.12Account management1132.13Hurray, a tender?1152.14Other ways of getting in touch1163Buying conversation1253.1Pair of hands, expert or partner?1263.2Start at the beginning: preparation1283.3The U-model: a buying conversation tool1293.4Move away from the solution and ask the miracle question1383.5Collecting buying arguments1463.6Zooming in and the Very Good Reason1523.7Obstacles on the road1583.8The solution on a single sheet1613.9Is there a budget?1643.10Who decides behind the scenes?1723.11Using the U-model in online conversations1773.12Using the U-model during intakes1794Proposal1814.1Avoid the swamp of indecision1824.2The proposal in writing1874.3If they want to negotiate1895Work in progress1975.1Start of your project – checklist1985.2Work in progress – checklist1995.3Oops, additional work2005.4Project completion – checklist2065.5Planning a follow-up meeting2075.6Asking for referrals2106Toolbox2176.1Listening2186.2Steering conversations with chunking2236.3SYM – the power of silence2276.4IMI – the multi-tool2296.5Push or pull2346.6Barbed wire language2366.7Naming What Is2406.8Connect before you contract2476.9If you don’t want to do a project yourself2496.10With your colleague to an appointment2536.11Always end with an action for yourself2546.12Dealing with objections: Feel-Felt-Found255 7Rather shameless epilogue2577.1Other books on this subject2587.2Dreamfactory books and apps2607.3What’s up with that crocodile?2627.4Why this book?2637.5About the authors2647.6Behind the scenes at Dreamfactory2667.7Thanks, and special thanks to2707.8Cultural differences2717.9Index274What holds back many subject-matter experts from actively getting assignments for themselves and their colleagues is the feeling that they’re being pushy. After all, clients dislike being sold to. What they do appreciate is being helped—especially by people they trust and who know their stuff. That’s why it makes perfect sense for professionals to take charge of finding assignments. You get involved earlier, help shape the best solution, and become a more trusted advisor. The result: better-fitting, more rewarding projects, a stronger career, and happier clients.But how do you do that in a way that feels authentic to you? With the approach and tips in this book, you’ll find it easier to win assignments for yourself and your colleagues. And it becomes more enjoyable—and at times, even genuinely fun.Sales for techies and consultants offers clear, hands-on answers to questions such as:• What are the top three ways to increase your chances of getting assignments?• How can you use your network without feeling unnatural?• How do you show you’re good at what you do, without bragging?• How can you get meaningful buying conversations with clients without cold calling?• How do you have these conversations in a way that’s both pleasant and effective?• How do you handle the budget hurdle?