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How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services

SKU: 9781119434702
shipping_info: Arriving in 4-10 business days
Publisher: Wiley
Product Name: How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
Author: Tom McMakin
Language: English
Format: Hardcover
Publication Date: 03/13/2018
ISBN: 111943470X
Pages: 272
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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.

      The book, How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services [Bulk, Wholesale, Quantity] ISBN# 9781119434702 in Hardcover by Tom McMakin;Doug Fletcher may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.

      Product details

      Publisher: Wiley
      Product Name: How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
      Author: Tom McMakin
      Language: English
      Format: Hardcover
      Publication Date: 03/13/2018
      ISBN: 9781119434702
      Pages: 272
      Publisher: Wiley
      Product Name: How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
      Author: Tom McMakin
      Language: English
      Format: Hardcover
      Publication Date: 03/13/2018
      ISBN: 111943470X
      Pages: 272

      GMA connects authors, speakers, and talent with the right people at the right time.

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      About the Author: Tom McMakin

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