You also learn to ensure repreat business and how to be selective avoiding clients you do not want and getting those you do. Overall, the book provides top value for money. See all 13 reviews.
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How to Acquire Clients: Powerful Techniques for the Successful Practitioner by Alan Weiss
Public Private login e. Add a tag Cancel Be the first to add a tag for this edition. Lists What are lists? This book is a real eye openerfor those of us who may have fallen into what he describes as 'thesuccess trap. I read this book and was struck by howrelevant Alan's advise is to what we need to do--and keepdoing.
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Table of contents Introduction. Three Conditions Essential to SuccessfulSelling. The Viewfrom Contrarian Land. From My Time in the Trenches. Funny ThingsThat Buyers Do. Drawing a Line in the Sand for UnacceptableBehaviors.
How to Acquire Clients : Powerful Techniques for the Successful Practitioner
The Four Major Areas of Objections. Rebutting Arguments in the FourBasic Areas. Sample Objections and Rebuttals. Providing Value Early and for Free. Building Momentum Among Key Advisors. Stealing Is Legal in the Sales Business. Harvesting Low Hanging Fruit. Waiting for Someone Else s Bad News. More Techniques to Trespass on OthersProperty.
What Is the Fourth Sale? Developing Trust Through Pushback. Universities and Higher Education. The Retired, the Recreating, the Hobbyist. Managing New Business Potential and Profit. From My Time in the Trenches: About Alan Weiss Alan Weiss-author, international consultant, highly sought keynote speaker-is the founder and president of Summit Consulting Group. Book ratings by Goodreads. Goodreads is the world's largest site for readers with over 50 million reviews.
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