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How Clients Buy

A Practical Guide to Business Development for Consulting and Professional Services

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How Clients Buy

Written by: Tom McMakin, Doug Fletcher
Narrated by: Barry Abrams
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About this listen

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.

Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.

©2018 Thomas McMakin and Wade D. Fletcher, Jr. (P)2019 Gildan Media, LLC Marketing & Sales Personal Success Small Business & Entrepreneurship Career Business Professional Services

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Profile Image for Sherri Dockree

Good Overview for creating Mindset

Although I found the beginning to be interesting I wasn’t sure I was gaining a great deal of clear direction. However, as the book moved into the 7 keys it became more actionable in detail and was very helpful. Was effective in illustrating what the Mideast of a consultant should be and clearly differentiates the sales behaviours and tactics from genuine relationship focused business development

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