How Clients Buy

Autore: Tom McMakin
Editore: John Wiley & Sons
ISBN: 111943470X
Grandezza: 19,87 MB
Formato: PDF, Mobi
Vista: 7854
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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. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Effective Client Management In Professional Services

Autore: Jack Berkovi
Editore: Routledge
ISBN: 1317145631
Grandezza: 77,35 MB
Formato: PDF, Docs
Vista: 6561
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How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The book introduces The Client Management Model to enable firms to assess their level of Client orientation and relationship development. It also features The Client Management Index which enables firms to benchmark their result against their peers. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. This book provides a comprehensive, pragmatic guide to the Client relationship journey, from identifying potential Clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which Clients are likely to be the most lucrative and thus provide the desired financial returns. The book also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a Client Management Profile.

Never Say Sell

Autore: Tom McMakin
Editore: John Wiley & Sons
ISBN: 1119683785
Grandezza: 58,39 MB
Formato: PDF, Kindle
Vista: 9581
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Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.

Professional Services Marketing

Autore: Mike Schultz
Editore: John Wiley & Sons
ISBN: 9780470521984
Grandezza: 70,27 MB
Formato: PDF
Vista: 9198
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The Architect S Handbook Of Professional Practice

Autore: Joseph A. Demkin
Editore: John Wiley & Sons
ISBN: 9780471419693
Grandezza: 11,65 MB
Formato: PDF, Mobi
Vista: 2180
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CD-ROM contains: Samples of all AIA contract documents.

The Management Consultant

Autore: Richard Newton
Editore: Pearson Education
ISBN: 9780273730873
Grandezza: 38,53 MB
Formato: PDF, Kindle
Vista: 1797
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Guide for professional management consultants showing how to develop skills and attributes for client-centric consulting.

Sell More With Sales Coaching

Autore: Peri Shawn
Editore: John Wiley & Sons
ISBN: 1118786017
Grandezza: 14,14 MB
Formato: PDF, ePub, Mobi
Vista: 9053
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Sales coaching tools and strategies to help you sell more Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions. As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by: Assessing team members' sales capacities Determining what type of coaching is needed on an individual basis Identifying sales mistakes being committed by salespeople Coaching salespeople to avoid committing sales mistakes Improving the quality of sales conversations Increasing the quality of conversations within the team Leveraging the use of CRM during sales coaching The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.

Let S Get Real Or Let S Not Play

Autore: Mahan Khalsa
Editore: Penguin
ISBN: 9781440632914
Grandezza: 18,89 MB
Formato: PDF
Vista: 556
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The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening mindsClose the deal by opening minds From the Hardcover edition.

Getting Everything You Can Out Of All You Ve Got

Autore: Jay Abraham
Editore: Truman Talley Books
ISBN: 9780312271466
Grandezza: 19,12 MB
Formato: PDF, ePub
Vista: 7270
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A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success! Unseen opportunities face each of us every day. Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture. And just how easy can it be? One entrepreneur took the concept of the ballpoint pen and refined it into a mulimillion-dollar idea: roll-on deodorant. Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business. Now, what have you seen-- or are going to see-- that you could take and turn to your advantage? In Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, the program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them. You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.

Paying For Pleasure

Autore: Teela Sanders
Editore: Routledge
ISBN: 1134005393
Grandezza: 68,27 MB
Formato: PDF, Kindle
Vista: 6601
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Drawing on original empirical data with men who buy sex, this book takes a fresh look at the relationships clients have with female sex workers. The core questions that form the backbone of the research are not only the expected inquiry into 'why men buy sex', but also into the sociological and psychological processes that men encounter in order to enter an assumed 'deviant' sexual behaviour as part of their everyday lives. These sociological processes of finding, negotiating and buying sexual services are complicated by the stigma directed towards men who buy sex. Exactly how do men behave with sex workers; what are their relationships like; what emotions are involved and can intimacy be bought? Questioning the dichotomy made between commercial and non-commercial relationships, the data suggests that intimacy and commerce are compatible. Managing secrecy, stigma and the consumption of intimacy takes this book into some of the more challenging theoretical areas of masculinity and emotional consumption in contemporary society. Drawing some parallels from the author's earlier book Sex Work: A Risky Business, the book offers insights into why engagement in commercial sex is prolific as sexual culture is transformed in late modernity.

Think Again

Autore: Jeffrey L. Nischwitz
Editore: American Bar Association
ISBN: 9781590317372
Grandezza: 16,84 MB
Formato: PDF, ePub, Mobi
Vista: 5777
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The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.

Nuts Bolts And Magnetrons

Autore: Paul Millier
Editore: John Wiley & Sons
ISBN:
Grandezza: 76,58 MB
Formato: PDF, Docs
Vista: 3879
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Industrial or business-to-business marketing places very specific demands on those responsible for it. Yet all too often the strengths of these managers are technical, founded on expertise and product knowledge. There is seldom any formal understanding of marketing principles and the business benefits they can bring. In such conditions perspectives are narrowed, opportunities are missed, and marketing remains a functional support activity rather than a strategic resource. Building on a basis of recent Cranfield research and their own extensive work with experienced practising managers, Paul Millier and Roger Palmer have devised the perfect solution. A complete reference and toolkit for managers in the field, Nuts, Bolts and Magnetrons showcases a wealth of examples from European industry, and provides the information and guidance industrial marketers need to develop and prosper. Readers will learn how to be not only functionally efficient, but also effective, by managing relationships within and outside the firm. If you are involved in industrial marketing then you must be properly equipped. Blending insight, information, and inspiration in equal measure, this book offers all you need for success - the Nuts, Bolts and Magnetrons of modern marketing.

Never Be Closing

Autore: Ted McGrath
Editore: Lulu.com
ISBN: 0557354110
Grandezza: 28,46 MB
Formato: PDF, ePub, Docs
Vista: 7625
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Never Be Closing: The 7 Essential for Inspired Sales Success

Don T Let Your Clients Eat Dog Food When They Re Old

Autore: Roger Roemmich
Editore: iUniverse
ISBN: 1491743735
Grandezza: 21,21 MB
Formato: PDF, Docs
Vista: 6589
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No hard-working American wants to resort to eating dog food when they are old. With approximately seventy-eight million Americans in the baby boom generation and nearly half of them with little or nothing in retirement accounts, this can be a challenging time for the financial advisors, tax attorneys, certified public accountants, and insurance sales associates in charge of retirement planning for a diverse clientele. In his guidebook, Roger Roemmich presents an integrated approach to client retirement planning and management that demonstrates how to fit all the pieces of the puzzle together to create a sound action plan while advising clients before and after retirement. Roemmichwith four decades of experience in the financial arenashares his time-tested advice that includes tools for assessing retirement readiness with his unique CAMP score, educational handouts for clients, and detailed case studies that illustrate core concepts on integrating investment strategies with strategic planning regarding Social Security timing, Medicare supplemental insurance, and long-term care options. Dont Let Your Clients Eat Dog Food When Theyre Old! provides financial planners with valuable wisdom and innovative tips intended to help future retirees in their quest for freedom and quality of life during their golden years.

International Guide To Management Consultancy

Autore: Barry Curnow
Editore: Kogan Page Publishers
ISBN: 0749446994
Grandezza: 13,28 MB
Formato: PDF, ePub, Mobi
Vista: 3685
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Now in its second edition, this unique and authoritative guide provides a description of the management consultancy profession worldwide, together with advice on how to choose and use its services effectively. With contributions from leading practitioners, the guide is essential reading for all purchasers of management consultancy services. Part One identifies the parameters and definitions of management consultancy. It presents overviews of the industry's origins and evolution, the present status of the leading multinational management consultancies and some of the global forces shaping the development of management consultancy. Part Two is devoted to ethics and best practice in management consultancy from a number of perspectives. Central to these discussions is the international development of the Certified Management Consultant (CMC) qualification. Part Three scrutinises the life of the client-consultant relationship, focusing on what clients can do to make the consultant's role effective and their working relationship productive. Part Four comprises snapshots by leading practitioners of thirteen key consultancy fields, ranging from strategy and marketing through change management and process re-engineering to the newer disciplines of information and knowledge management, m-commerce, ERP and e-business. Part Five consists of a general account of consulting in developing countries, followed by profiles of 26 country-by-country management consultancy markets.

Law Office Economics Management Manual

Autore: Paul S. Hoffman
Editore:
ISBN:
Grandezza: 49,94 MB
Formato: PDF, Mobi
Vista: 8291
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How To Master The Art Of Selling Financial Services

Autore: Tom Hopkins
Editore: Made For Success Publishing
ISBN: 1613398034
Grandezza: 42,27 MB
Formato: PDF
Vista: 4823
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Whether you’re a financial services expert or novice, you understand the business. You’ve worked hard to gain your product knowledge. You watch industry trends. But, do you know how to talk to clients so they’ll listen? The Art of Selling Financial Services depends upon the collaboration of listing and understandably communicating to clients. Learning how to quickly gain the trust of others, get them to like you, take your advice, and become long-term clients is the foundation for every successful business. Tom Hopkins has been training in the financial services industry since 1990 and he has developed methods to help you communicate to your clients and you understand what your clients want from you. Once you know what clients want, you can learn how to provide it! Financial services representatives have turned to Tom Hopkins for years for his proven-effective, professional selling strategies which have helped them learn how to help more of their clients make financial planning decisions. How to Master the Art of Selling Financial Services, will help you: Learn effective ways to talk with clients and calm their fearsAsk the right questions to get clients talking about their needsImplement client feedback so that you can provide your best serviceIncrease your sales ratios with closing strategies that make sense to your clientsGrow your business with powerful, yet simple referral strategies Tom Hopkins’ methods will teach you how to master the art of selling financial services more effectively and efficiently than ever before!

Customer Experience

Autore: C. Shaw
Editore: Springer
ISBN: 0230291775
Grandezza: 53,62 MB
Formato: PDF, ePub
Vista: 8993
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Customer Experience is now the key differentiator as consumers and businesses alike decide among competing brands. The authors explore growing trends in Experience Psychology, Social Media and Neuroscience and their impact on Customer Experience that businesses need to understand to gain preference, loyalty and market share.

Sales Alchemy

Autore: Chris Batten
Editore: AuthorHouse
ISBN: 1491800615
Grandezza: 71,56 MB
Formato: PDF, ePub
Vista: 8558
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Sales Alchemy is designed for business owners, employers, employees, business students and, for that matter, anyone looking to develop their understanding of business and interested in personal development and abilities to sell. This book is about developing or reminding you of your sales skills and to help you develop some really great business traits. For more we suggest you register with the site Zennyo.comTM and join a group that will give you what you’re looking for, at the very least join the group associated with this book (Sales Alchemy) to connect with others, learn more or share your own ideas and experiences. It is my belief that everyone in business needs to sell from time to time and if you’re a business leader selling skills are essential. Understanding how to sell, really well, will enhance your communication skills, grow your business and give you a means of earning a living for life. It will also earn you many friends along the way. Developing a business is part art and part science. It’s about many individual skills working in unison together; it’s about taking new knowledge and manipulating it to fit your style and character, as well as the character of your business. It’s about your willingness to take heed of others, learn the lessons, use their experiences in conjunction with yours and about learning from your mistakes. Better still learning from other people’s mistakes; that will save you time and money, of that I am sure. In this book we will look at many aspects of personal development in sales, to assist you in your journey through business, regardless of your level of experience or position, for some it will be an introduction for others a timely reminder. The book deals with selling from a holistic and consultative perspective, and most of its content, if applied, can assist in both business and private life and will give you all the information and techniques you’ll need to adapt your style, take on new habits to leverage your success, position and reputation.

Forensic Accounting For Dummies

Autore: Frimette Kass-Shraibman
Editore: John Wiley & Sons
ISBN: 1118027272
Grandezza: 33,27 MB
Formato: PDF, Kindle
Vista: 1944
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A practical, hands-on guide to forensic accounting Careers in forensic accounting are hot-US News & World Report recently designated forensic accounting as one of the eight most secure career tracks in America., Forensic accountants work in most major accounting firms and demand for their services is growing with then increasing need for investigations of mergers and acquisitions, tax inquiries, and economic crime. In addition, forensic accountants perform specialized audits, and assist in all kinds of civil litigation, and are often involved in terrorist investigations. Forensic Accounting For Dummies will track to a course and explain the concepts and methods of forensic accounting. Covers everything a forensic accountant may face, from investigations of mergers and acquisitions to tax inquiries to economic crime What to do if you find or suspect financial fraud in your own organization Determining what is fraud and how to investigate Whether you're a student pursuing a career in forensic accounting or just want to understand how to detect and deal with financial fraud, Forensic Accounting For Dummies has you covered.