000			01640nam a22002057a 4500
008			230802b ||||| |||| 00| 0 eng d
020			_a9781119434702(hb.)
082			_a658.46 _bMCM
100			_aMcMakin, Tom _99936
245			_aHow clients buy : _b a practical guide to business development for consulting and professional services
260			_aNew Jersey _bJohn Wiley & Sons _c2018
300			_aix, 256p.
500			_ahttps://www.wiley.com/en-us/How+Clients+Buy:+A+Practical+Guide+to+Business+Development+for+Consulting+and+Professional+Services-p-9781119434702
520			_a"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."
650			_aConsultants--Marketing _99926
650			_aCustomer relations _9771
650			_aOrganizational behavior _9629
700			_aFletcher, Douglas _99937
942			_cBK
999			_c9681 _d9681