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thông tin biểu ghi
ISBN 9781119434702
DDC 001
Tác giả CN Fletcher, Douglas H.
Nhan đề How clients buy : a practical guide to business development for consulting and professional services / Tom McMakin; Douglas H Fletcher
Lần xuất bản 1st ed.
Thông tin xuất bản Hoboken, New Jersey : John Wiley & Sons, Inc., 2018
Mô tả vật lý ix, 262 pages. ; 24 cm.
Tóm tắt 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.
Thuật ngữ chủ đề Organizational behavior
Thuật ngữ chủ đề Customer relations
Thuật ngữ chủ đề Consultants-Marketing
Thuật ngữ chủ đề Professions-Marketing
Từ khóa tự do Leadership
Từ khóa tự do Teams in the workplace
Khoa Khoa Tài chính - Kế toán
Tác giả(bs) CN McMakin, Tom
Địa chỉ 300Q12_Kho Mượn_02(1): 084311
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245 |aHow clients buy : |ba practical guide to business development for consulting and professional services / |cTom McMakin; Douglas H Fletcher
250 |a1st ed.
260 |aHoboken, New Jersey : |bJohn Wiley & Sons, Inc., |c2018
300 |aix, 262 pages. ; |c24 cm.
520 |aFollowing 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.
541 |aMua
650 |aOrganizational behavior
650 |aCustomer relations
650 |aConsultants|xMarketing
650 |aProfessions|xMarketing
653 |aLeadership
653 |aTeams in the workplace
690 |aKhoa Tài chính - Kế toán
691 |aTài chính ngân hàng
692 |aKỹ năng bán hàng
700 |aMcMakin, Tom
852|a300|bQ12_Kho Mượn_02|j(1): 084311
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