101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services FirmsJohn Wiley & Sons, 26/04/2004 - 290 من الصفحات "Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results." —Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms. Order your copy today! |
المحتوى
| 13 | |
Chapter ThreeQualifying | 29 |
Chapter FourGaining Access to Decision Makers | 39 |
Chapter FiveIdentifying Decision Influencers | 49 |
Chapter SixDiscovering Problems | 61 |
Chapter SevenDeveloping Needs | 73 |
Chapter EightThe R Word | 83 |
Chapter NineBuilding Like and Trust | 95 |
Chapter FourteenGreat Service Builds Loyalty | 157 |
Chapter FifteenBuilding Profits | 175 |
Chapter SixteenOffering Dessert | 183 |
Chapter SeventeenSoliciting Referrals | 191 |
Chapter EighteenBecoming an Insider | 205 |
Chapter NineteenStrategic Directions | 219 |
Chapter TwentyFinal Thoughts | 229 |
Appendices | 243 |
Chapter TenDemonstrating Capabilities | 107 |
Chapter ElevenHandling Objections | 121 |
Chapter TwelvePersuading Decision Influencers | 133 |
Chapter ThirteenMinimizing Risk | 147 |
Reference Guide | 259 |
| 261 | |
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عبارات ومصطلحات مألوفة
101 Marketing Strategies accounting advance associates benefits better brand build Bundling buyer buying Chapter client service clients and prospects clients want close the sale coach Conclusion consulting create Crowe Chizek customers David Letterman decision influencers Decision Makers develop employees example fees financial find firm firm’s first five focus give goals hire Ifyou impact improve Internal Clients investment lead listening lnfluencers managing partner meeting Michael Treacy ness Network newsletters objection office ofyour owners Patrick Patterson permission marketing person powerful Price Discrimination Price Objection PricewaterhouseCoopers problems profes professional firm professional services profitable profits questions Rainmaker Academy receptionist referral sources relationship sellers Seven Deadly Sins skills someone staff success summary close talk tell tion tool trade show Troy Waugh trust understand value ladder vision
مقاطع مشهورة
الصفحة xv - Klink is a partner in the New York office of Price Waterhouse & Co.