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How Clients Buy: A Practical Guide to Business Development for Consulting and Pr
US $6.34
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Located in: Charlotte, North Carolina, United States
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Estimated between Tue, May 7 and Thu, May 9 to 43230
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eBay item number:355657950418
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Item specifics
- Condition
- ISBN
- 9781119434702
- Book Title
- How Clients Buy : a Practical Guide to Business Development for Consulting and Professional Services
- Item Length
- 9.1in
- Publisher
- Wiley & Sons, Incorporated, John
- Publication Year
- 2018
- Format
- Hardcover
- Language
- English
- Item Height
- 1.1in
- Genre
- Business & Economics
- Topic
- Consulting, General, Sales & Selling / General
- Item Width
- 6.2in
- Item Weight
- 16 Oz
- Number of Pages
- 272 Pages
About this product
Product Information
Praise for HOW CLIENTS BUY "A terrific resource for anyone looking to build a successful client service business. McMakin and Fletcher are spot on citing quality and trust as cornerstones." Lynne Doughtie, U.S. Chairman and CEO, KPMG " How Clients Buy provides essential advice to professionals who have to step up from delivering services to selling them." Ford Harding, author of Rain Making and Creating Rainmakers " Tom and Doug offer well grounded, practical advice on how to enhance business building, the most important skill any business, large or small, must tackle to grow and prosper. They take an outside in (client perspective) view and offer important personal guidance on how to be an effective grinder, minder and a finder. Their book is fun, easy to read and well worth the time invested." Gary Singer, CMO, A.T. Kearney "The best written book on the subject. If youre a lawyer, accountant, or management consultant, read it on a plane ride home and change the trajectory of your career." Jeffery Fox, author of How to Become a Rainmaker "Selling expertise is hard. If your goal is to build your practice, Tom and Dougs book is a master class in how its done." Jeff Shore, author of The Buyers Experience and Host of The Buyers Mind podcast
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
111943470x
ISBN-13
9781119434702
eBay Product ID (ePID)
26038758111
Product Key Features
Book Title
How Clients Buy : a Practical Guide to Business Development for Consulting and Professional Services
Format
Hardcover
Language
English
Topic
Consulting, General, Sales & Selling / General
Publication Year
2018
Genre
Business & Economics
Number of Pages
272 Pages
Dimensions
Item Length
9.1in
Item Height
1.1in
Item Width
6.2in
Item Weight
16 Oz
Additional Product Features
Lc Classification Number
Hf5438.25
Table of Content
The Problem 1 A Curious Problem 3 2 Finders, Minders, and Grinders 14 The Business Development Imperative Obstacles 3 Beyond Pixels 27 Selling a Service Is Different from Selling Things (and Harder) 4 Obstacle #1--What They Didn't Teach You in B-School 37 If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales? 5 Obstacle #2--But I Don't Want to Sell 45 Moving Past Willy Loman 6 Obstacle #3--Things Aren't What They Once Were 56 It Is Harder Than Ever to Sell Expert Services 7 Obstacle #4--A Blizzard of Bad Advice 67 Everything You Know about Sales Is Wrong How Clients Buy 8 The Secret to Selling 83 Never Say Sell 9 Element 1--I Am Aware of You 95 What Was the Name of Your Firm Again? 10 Element 2--I Understand What You Do 112 You Do What? 11 Element 3--I Am Interested 127 These Are My Goals 12 Element 4--I Respect Your Work 138 You Have the Right Stuff to Help Me 13 Element 5--I Trust You 154 You Have My Best Interests at Heart 14 Element 6--I Am Able 168 I've Got Budget and Buy-In 15 Element 7--I Am Ready 181 The Timing Is Right Putting the Seven Elements To Work 16 A Chain Is as Strong as Its Weakest Link 197 Using the Seven Elements as a Diagnostic Tool 17 Getting to Work 212 Learning to Think and Act Like a Rainmaker 18 All Business Is Local 223 From the Silk Road to the Information Superhighway 19 Our Vision of the Future 229 A Roadmap for Change Notes and References 241 Acknowledgments 248 About the Authors 251 Index 253
Copyright Date
2018
Lccn
2017-057356
Dewey Decimal
658.85
Intended Audience
Trade
Dewey Edition
23
Illustrated
Yes
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:355657950418
Shipping and handling
Item location:
Charlotte, North Carolina, United States
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| Shipping and handling | To | Service | Delivery*See Delivery notes |
|---|---|---|---|
| Free shipping | United States | Standard Shipping | Estimated between Tue, May 7 and Thu, May 9 to 43230 |
| Handling time |
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| Will usually ship within 3 business days of receiving cleared payment. |
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c***c (3146)- Feedback left by buyer.
Past year
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As described, at a nice price and with lovely free shipping. Arrived almost a week before expected date, much appreciated, but packaging did not protect enough, so there was a bend in the paper cover. I suggested better handling to seller, who offered a partial refund, which I refused because this is Goodwill, after all. Any profit for them should be preserved, so I hope they include more protection in book orders to others. Thank you.
d***n (451)- Feedback left by buyer.
Past 6 months
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FABULOUS seller! Item as described!!! FAIR pricing, GREAT communication, FAST shipping, and SAFE/SECURE packaging which I truly appreciate. I would MOST DEFINITELY purchase from this seller again! VERY, VERY happy and pleased with my purchase!!!
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t***t (45)- Feedback left by buyer.
Past month
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Definitely an Experienced Pro Ebay Seller - Fast shipping, well packed. Used music book arrived in New Condition which is better than described in listing. Best price on Ebay, too! Definitely will do business with this seller again. Highly recommended.
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Most relevant reviews
- Feb 02, 2021
New to DB? Buy this book and read it!
Verified purchase: YesCondition: Pre-OwnedSold by: morebks2
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