HOW CLIENTS BUY

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How Clients Buy

Author : Tom McMakin
ISBN : 9781119434702
Genre : Business & Economics
File Size : 80.5 MB
Format : PDF, Kindle
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The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Category: Business & Economics

Effective Client Management In Professional Services

Author : Jack Berkovi
ISBN : 9781317145639
Genre : Business & Economics
File Size : 32.8 MB
Format : PDF
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How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The book introduces The Client Management Model to enable firms to assess their level of Client orientation and relationship development. It also features The Client Management Index which enables firms to benchmark their result against their peers. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. This book provides a comprehensive, pragmatic guide to the Client relationship journey, from identifying potential Clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which Clients are likely to be the most lucrative and thus provide the desired financial returns. The book also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a Client Management Profile.
Category: Business & Economics

The Architect S Handbook Of Professional Practice

Author : Joseph A. Demkin
ISBN : 0471419699
Genre : Architecture
File Size : 54.37 MB
Format : PDF, Kindle
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REDEFINING THE PRACTICE OF ARCHITECTURE CLIENT ? BUSINESS ? DELIVERY ? SERVICES The Architect's Handbook of Professional Practice has been a definitive guide to architectural practice for almost a century. Now the Thirteenth Edition brings that experience to the cutting edge of the profession-with vital information to help architects manage the change from product-based practices to those that are knowledge-based and service-oriented. For today's firms, best practice means putting the client first-and the new Handbook helps architects deliver. It begins with a brand-new section devoted to understanding client motivation, thinking, processes, and values, and to forging stronger client-architect relationships. Subsequent sections on business, delivery, and services offer a wealth of crucial "redefinition" knowledge and tools for designing, building, and maintaining a successful practice-from business planning and project management to the development of expanded, added-value services. Also included are samples of the AIA contract documents (more than 75 in all), now accessible electronically on CD-ROM. Compiled by a team of experts from architecture as well as law, business, and other professions, the Thirteenth Edition of The Architect's Handbook of Professional Practice remains an authoritative reference for high-quality professional practice. In a convenient book/CD-ROM format, the Handbook offers architects the information they need to meet the changing demands of the marketplace with insight and confidence.
Category: Architecture

Let S Get Real Or Let S Not Play

Author : Mahan Khalsa
ISBN : 144063291X
Genre : Business & Economics
File Size : 55.83 MB
Format : PDF, ePub, Mobi
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The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening mindsClose the deal by opening minds From the Hardcover edition.
Category: Business & Economics

Getting Everything You Can Out Of All You Ve Got

Author : Jay Abraham
ISBN : 0312271468
Genre : Business & Economics
File Size : 62.26 MB
Format : PDF
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A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success! Unseen opportunities face each of us every day. Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture. And just how easy can it be? One entrepreneur took the concept of the ballpoint pen and refined it into a mulimillion-dollar idea: roll-on deodorant. Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business. Now, what have you seen-- or are going to see-- that you could take and turn to your advantage? In Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, the program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them. You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.
Category: Business & Economics

Paying For Pleasure

Author : Teela Sanders
ISBN : 9781134005390
Genre : PSYCHOLOGY
File Size : 30.81 MB
Format : PDF, Docs
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Drawing on original empirical data with men who buy sex, this book takes a fresh look at the relationships clients have with female sex workers. The core questions that form the backbone of the research are not only the expected inquiry into 'why men buy sex', but also into the sociological and psychological processes that men encounter in order to enter an assumed 'deviant' sexual behaviour as part of their everyday lives. These sociological processes of finding, negotiating and buying sexual services are complicated by the stigma directed towards men who buy sex. Exactly how do men behave with sex workers; what are their relationships like; what emotions are involved and can intimacy be bought? Questioning the dichotomy made between commercial and non-commercial relationships, the data suggests that intimacy and commerce are compatible. Managing secrecy, stigma and the consumption of intimacy takes this book into some of the more challenging theoretical areas of masculinity and emotional consumption in contemporary society. Drawing some parallels from the author's earlier book Sex Work: A Risky Business, the book offers insights into why engagement in commercial sex is prolific as sexual culture is transformed in late modernity.
Category: PSYCHOLOGY

Think Again

Author : Jeffrey L. Nischwitz
ISBN : 1590317378
Genre : Law
File Size : 42.38 MB
Format : PDF, ePub, Mobi
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The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.
Category: Law

Sell More With Sales Coaching

Author : Peri Shawn
ISBN : 9781118786017
Genre : Business & Economics
File Size : 56.28 MB
Format : PDF
Download : 996
Read : 618

Sales coaching tools and strategies to help you sell more Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions. As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by: Assessing team members' sales capacities Determining what type of coaching is needed on an individual basis Identifying sales mistakes being committed by salespeople Coaching salespeople to avoid committing sales mistakes Improving the quality of sales conversations Increasing the quality of conversations within the team Leveraging the use of CRM during sales coaching The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.
Category: Business & Economics