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How to win client business when you don't know where to start : a rainmaking guide for consulting and professional services /
"Winning client business is necessary for us to succeed. And, yet, very few professionals truly understand how to do this well. We're not taught this at universities, nor receive substantive training by our firms. We're left to figure it out on our own -- some do, many don't. We...
| Call Number: | Libro Electrónico |
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| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2022]
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| Subjects: | |
| Online Access: | Texto completo (Requiere registro previo con correo institucional) |
Table of Contents:
- Introduction: Selling a Service Is Different (and Harder) Than Selling a Product Part I: If I'm So Smart, Why Do I Feel So Stupid about Selling? 1. Things Rainmakers Do That Most of Us Don't - The Five Rainmaker Skills Universities Don't Teach Us and Our Firms Don't Train Us 2. How Clients Buy Understanding the Client's Buying Decision Journey 3. Where Clients Come From Understanding the Key Client Pathways 4. Rainmaking for Introverts and People Who Don't Want to Sell Winning Client Business While Being True to Yourself Part II: The Five Skills We Must Learn If We Want to Become a Rainmaker Section One: Skill 1: Create Your Personal Brand Identity 5. Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known For Anything, But You Can't Be Known For Everything 6. The Power of Focus The Key to Being Remembered