Unlock the secrets to successful client acquisition with 'How Clients Buy.' This essential guide, perfect for professionals and consultants selling services, empowers you to master business development. With proven techniques and real-world advice, it helps you transition from service provider to effective salesperson, bridging the gap between your expertise and client needs. This transformative book, newly published by John Wiley & Sons Inc in 2018, offers invaluable insights into understanding client behavior and the art of persuasion. Say goodbye to traditional sales pitches and embrace authentic relationship-building. Learn to showcase your skills confidently, overcome the fear of self-promotion, and cultivate rapport with potential clients. Whether you’re struggling with under-selling or feeling overwhelmed by the complexities of client acquisition, this book provides the clarity needed to navigate the competitive landscape of service sales. Enhance your business acumen and develop long-lasting client relationships with best practices that will turn prospects into loyal clients. Don't let your skills go unnoticed; seize the opportunity to elevate your career with this comprehensive manual on consulting and professional services. With 272 pages of actionable strategies, 'How Clients Buy' is the definitive resource for anyone ready to transform their approach to selling services. Get the knowledge you need to become the 'rainmaker' you've always aspired to be. Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled. Condition: BRAND NEW. ISBN: 9781119434702.

Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled.

Condition: BRAND NEW
ISBN: 9781119434702
Year: 2018
Publisher: John Wiley & Sons Inc (US)
Pages: 272


Description:
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 n