Good condition. No Dust Jacket. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Bestandsnummer des Verk�ufers B04C-01705

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Bibliografische Details

Titel: Getting New Clients

Verlag: John Wiley & Sons

Erscheinungsdatum: 1987

Einband: Hardcover

Zustand: Good

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Inhaltsangabe:

Book by Connor Richard A Davidson Jeffrey P

Rese�a del editor:

This book focuses on the number one problem facing service professionals: how to get new clients. Rather than trying to sell a service, the authors present a client-centered-niche approach where the professional is able to suggest ways in which the prospect can improve his business. Connor and Davidson show how to target a niche and develop an insider's understanding of the niche, how to uncover client needs, how to tailor services to client needs, techniques for getting through to decision makers and getting appointments to make presentations, how to prepare for client discussions, how to make presentations which provide solutions to clients' problems, how to handle client objections, how to prepare a winning proposal.

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