{"product_id":"how-clients-buy-9781119434702","title":"How Clients Buy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThe real-world guide to selling your services and bringing in business\u003c\/b\u003e \u003cp\u003e\u003ci\u003eHow Clients Buy\u003c\/i\u003e 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 jobnot 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. \u003c\/p\u003e\u003cp\u003eBusiness development is critical to your personal success, and your skills in this area will dictate the course\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe Problem\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 A Curious Problem 3\u003c\/p\u003e \u003cp\u003e2 Finders, Minders, and Grinders 14\u003c\/p\u003e \u003cp\u003eThe Business Development Imperative\u003c\/p\u003e \u003cp\u003e\u003cb\u003eObstacles\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e3 Beyond Pixels 27\u003c\/p\u003e \u003cp\u003eSelling a Service Is Different from Selling Things (and Harder)\u003c\/p\u003e \u003cp\u003e4 Obstacle #1—What They Didn’t Teach You in B-School 37\u003c\/p\u003e \u003cp\u003eIf I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?\u003c\/p\u003e \u003cp\u003e5 Obstacle #2—But I Don’t Want to Sell 45\u003c\/p\u003e \u003cp\u003eMoving Past \u003ci\u003eWilly Loman\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e6 Obstacle #3—Things Aren’t What They Once Were 56\u003c\/p\u003e \u003cp\u003eIt Is Harder Than Ever to Sell Expert Services\u003c\/p\u003e \u003cp\u003e7 Obstacle #4—A Blizzard of Bad Advice 67\u003c\/p\u003e \u003cp\u003eEverything You Know about Sales Is Wrong\u003c\/p\u003e \u003cp\u003e\u003cb\u003eHow Clients Buy\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e8 The Secret to Selling 83\u003c\/p\u003e \u003cp\u003eNever Say Sell\u003c\/p\u003e \u003cp\u003e9 Element 1—I Am Aware of You 95\u003c\/p\u003e \u003cp\u003eWhat Was the Name of Your Firm Again?\u003c\/p\u003e \u003cp\u003e10 Element 2—I Understand What You Do 112\u003c\/p\u003e \u003cp\u003eYou Do What?\u003c\/p\u003e \u003cp\u003e11 Element 3—I Am Interested 127\u003c\/p\u003e \u003cp\u003eThese Are My Goals\u003c\/p\u003e \u003cp\u003e12 Element 4—I Respect Your Work 138\u003c\/p\u003e \u003cp\u003eYou Have the Right Stuff to Help Me\u003c\/p\u003e \u003cp\u003e13 Element 5—I Trust You 154\u003c\/p\u003e \u003cp\u003eYou Have My Best Interests at Heart\u003c\/p\u003e \u003cp\u003e14 Element 6—I Am Able 168\u003c\/p\u003e \u003cp\u003eI’ve Got Budget and Buy-In\u003c\/p\u003e \u003cp\u003e15 Element 7—I Am Ready 181\u003c\/p\u003e \u003cp\u003eThe Timing Is Right\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePutting the Seven Elements To Work\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e16 A Chain Is as Strong as Its Weakest Link 197\u003c\/p\u003e \u003cp\u003eUsing the Seven Elements as a Diagnostic Tool\u003c\/p\u003e \u003cp\u003e17 Getting to Work 212\u003c\/p\u003e \u003cp\u003eLearning to Think and Act Like a Rainmaker\u003c\/p\u003e \u003cp\u003e18 All Business Is Local 223\u003c\/p\u003e \u003cp\u003eFrom the Silk Road to the Information Superhighway\u003c\/p\u003e \u003cp\u003e19 Our Vision of the Future 229\u003c\/p\u003e \u003cp\u003eA Roadmap for Change\u003c\/p\u003e \u003cp\u003eNotes and References 241\u003c\/p\u003e \u003cp\u003eAcknowledgments 248\u003c\/p\u003e \u003cp\u003eAbout the Authors 251\u003c\/p\u003e \u003cp\u003eIndex 253 \u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407056216407,"sku":"9781119434702","price":20.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119434702.jpg?v=1730498018","url":"https:\/\/bookcurl.com\/products\/how-clients-buy-9781119434702","provider":"Book Curl","version":"1.0","type":"link"}