
How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
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Narrado por:
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Barry Abrams
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.
©2018 Thomas McMakin and Wade D. Fletcher, Jr. (P)2019 Gildan Media, LLCListeners also enjoyed...




















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Highly relevant
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Great Book on professional/expert service sales
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Also, I feel bad for saying this, but the narrator is AWFUL. He often changed voices in a way that felt sarcastic. (The weak content didn't help, but still.)
10x Longer Than it Should Be
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Wish for more depth
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Practical and Actionable
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Not much meat on the bone
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Plain vanilla
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Inventory of the obvious
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