{"product_id":"how-to-acquire-clients-powerful-techniques-for-the-successful-practitioner-the-ultimate-consultant-9780787955144","title":"How to Acquire Clients Powerful Techniques for","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eFollow the expert advice in this book--the fourth in \"The Ultimate Consultant Series\" - and you shouldn't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing \"up\" but rather moving laterally.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"This is the fourth book in Alan Weiss' Ultimate Consultant Series and probably the best in the lot.\" (APC, 5\/02)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.\u003cbr\u003e \u003cbr\u003e C H A P T E R 1 Identifying Targets of Opportunity: You Seldom Awake in the Morning withPeople Waving Money in Your Face.\u003cbr\u003e \u003cbr\u003e Three Conditions Essential to SuccessfulSelling.\u003cbr\u003e \u003cbr\u003e Generalizing and Specializing: The Viewfrom Contrarian Land.\u003cbr\u003e \u003cbr\u003e Customized Assaults: When There Is aSingle Target Too Appealing to Resist.\u003cbr\u003e \u003cbr\u003e Strategies for Isolating and Hitting NewTargets of Opportunity.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 2 How to Prepare for Success inAcquiring New Business: The Allies Didn t Simply Decide to Take a TripAcross the English Channel One Morning.\u003cbr\u003e \u003cbr\u003e The Frontal Attack.\u003cbr\u003e \u003cbr\u003e The Flanking Maneuver.\u003cbr\u003e \u003cbr\u003e Infiltration.\u003cbr\u003e \u003cbr\u003e When the Buyer Comes to You (Build It,and They Will Come).\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 3 How to Build Relationships withEconomic Buyers: Most Consultants Don t Stop Selling LongEnough to Really Make a Sale.\u003cbr\u003e \u003cbr\u003e Behavioral Predispositions: Funny ThingsThat Buyers Do.\u003cbr\u003e \u003cbr\u003e Controlling the Discussion (Killing MeSoftly with His Song . . .).\u003cbr\u003e \u003cbr\u003e Emotional Targeting.\u003cbr\u003e \u003cbr\u003e Drawing a Line in the Sand for UnacceptableBehaviors.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 4 Rebutting Objections Once and for All: If You Hear a New Objection, Then You Haven tBeen Listening in the Past.\u003cbr\u003e \u003cbr\u003e The Four Major Areas of Objections.\u003cbr\u003e \u003cbr\u003e Rebutting Arguments in the FourBasic Areas.\u003cbr\u003e \u003cbr\u003e Visualizing the Future.\u003cbr\u003e \u003cbr\u003e Sample Objections and Rebuttals.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 5 Sixteen Great Acquisition Sources: Why Go Around the Block to Get Next Door?\u003cbr\u003e \u003cbr\u003e The First Four.\u003cbr\u003e \u003cbr\u003e The Second Four.\u003cbr\u003e \u003cbr\u003e The Third Four.\u003cbr\u003e \u003cbr\u003e The Fourth Four.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 6 Winning Friends and InfluencingPeople: How to Build Support from Those Who LoatheYour Arrival.\u003cbr\u003e \u003cbr\u003e Providing Value Early and for Free.\u003cbr\u003e \u003cbr\u003e Building Momentum Among Key Advisors.\u003cbr\u003e \u003cbr\u003e Dealing with Committees.\u003cbr\u003e \u003cbr\u003e Overcoming Threat Factors.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 7 Gaining Market Share from Others: Stealing Is Legal in the Sales Business.\u003cbr\u003e \u003cbr\u003e Harvesting Low Hanging Fruit .\u003cbr\u003e \u003cbr\u003e Creating High Visibility.\u003cbr\u003e \u003cbr\u003e Waiting for Someone Else s Bad News.\u003cbr\u003e \u003cbr\u003e More Techniques to Trespass on OthersProperty.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 8 Guaranteeing the Ultimate Business:Repeat Business;\u003cbr\u003e How to Think of the Fourth Sale First.\u003cbr\u003e \u003cbr\u003e What Is the Fourth Sale?\u003cbr\u003e \u003cbr\u003e The Three Keys to Cementing RelationshipsRather Than Selling Business.\u003cbr\u003e \u003cbr\u003e Developing Trust Through Pushback.\u003cbr\u003e \u003cbr\u003e The Present-Value Discount Principle in Action.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 9 A Dozen New Sources of Clients: The World Is Changing and So Are Your Prospects.\u003cbr\u003e \u003cbr\u003e 1. Global Alliances.\u003cbr\u003e \u003cbr\u003e 2. Remote Learning.\u003cbr\u003e \u003cbr\u003e 3. Entrepreneurs.\u003cbr\u003e \u003cbr\u003e 4. Universities and Higher Education.\u003cbr\u003e \u003cbr\u003e 5. The Professions: Medical, Legal,Accounting.\u003cbr\u003e \u003cbr\u003e 6. Mature High-Tech.\u003cbr\u003e \u003cbr\u003e 7. The Retired, the Recreating, the Hobbyist.\u003cbr\u003e \u003cbr\u003e 8. Behavior Modification.\u003cbr\u003e \u003cbr\u003e 9. Life Balance.\u003cbr\u003e \u003cbr\u003e 10. Sales Skills.\u003cbr\u003e \u003cbr\u003e 11. Cultural Accommodation.\u003cbr\u003e \u003cbr\u003e 12. Knowledge Assimilation\/ManagementApplication.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches.\u003cbr\u003e \u003cbr\u003e C H A P T E R 10 The Process of Selective Acquisition: How to Reject and Abandon Business in Orderto Grow.\u003cbr\u003e \u003cbr\u003e The Ten Very Good Reasons for RejectingProspective Business.\u003cbr\u003e \u003cbr\u003e The Five Very Good Reasons for Pullingthe Plug on Existing Business.\u003cbr\u003e \u003cbr\u003e Managing New Business Potential and Profit.\u003cbr\u003e \u003cbr\u003e The Mercedes-Benz Syndrome.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches: Chapter 10.\u003cbr\u003e \u003cbr\u003e From My Time in the Trenches: The Book.\u003cbr\u003e \u003cbr\u003e Index.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49405038756183,"sku":"9780787955144","price":49.88,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780787955144.jpg?v=1730488458","url":"https:\/\/bookcurl.com\/products\/how-to-acquire-clients-powerful-techniques-for-the-successful-practitioner-the-ultimate-consultant-9780787955144","provider":"Book Curl","version":"1.0","type":"link"}