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How clients buy : a practical guide to business development for consulting and professional services / Tom McMakin; Douglas H Fletcher
Hoboken, New Jersey : John Wiley & Sons, Inc., 2018
ix, 262 pages. ; 24 cm.
Ký hiệu phân loại (DDC): 001
Following in the tradition of David Maister's The Trusted Advisor and Ford Harding's Rain Making, 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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Leading clarity : the breakthrough strategy to unleash people, profit, and performance / Brad Deutser
Hoboken, New Jersey : John Wiley & Sons, Inc, 2018
ix, 262 pages. ; 24 cm.
Ký hiệu phân loại (DDC): 658.4
"Dynamic factors are constantly measured and identified as contributing to business success. While energy swirls around both traditional and new measures of success, there is one stronghold that is consistently underrated - CLARITY. Clarity is an accelerating business tool, and when missed, often results in a loss of time, money, and effort. The process of clarity is being shared for the first time outside the Deutser client population. It provides an amazing blueprint for creating clarity and has been shown to improve performance, profitability, and ultimately, the viability of the company. When clarity is actively pursued it gives everybody a place to unite, creating employees who are better performing, more engaged and happier and increasingly committed. Clarity is what brings the other pieces together and provides the glue that helps individuals and organizations both survive and thrive."-
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