How clients buy : a practical guide to business development for consulting and professional services

By:

McMakin, Tom

Contributor(s):

Fletcher, Douglas

Material type: Text

TextPublication details: New Jersey John Wiley & Sons 2018Description: ix, 256pISBN:

9781119434702(hb.)

Subject(s):

DDC classification:

658.46 MCM

Summary: "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."

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Book	Plaksha University Library	Management	658.46 MCM (Browse shelf(Opens below))	Available		004360

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Previous	658.46 BLO Flawless consulting : a guide to getting your expertise used	658.46 COS Case in point : complete case interview preparation	658.46 MAI The trusted advisor : 20th anniversary edition	658.46 MCM How clients buy : a practical guide to business development for consulting and professional services	658.46 OLI Consulting frameworks : use on your next startup, in an existing small business, or to ace the case interview	658.46 WAR Hacking the case interview : your shortcut guide to mastering consulting interviews	658.46 WEI Getting started in consulting	Next

https://www.wiley.com/en-us/How+Clients+Buy:+A+Practical+Guide+to+Business+Development+for+Consulting+and+Professional+Services-p-9781119434702

"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."

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