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From selling to serving : the essence of client creation

Author: Lou Cassara
Publisher: Chicago, IL : Dearborn Trade Pub., ©2004.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Many people in advisory roles - financial representatives, attorneys, brokers, and bankers - are at a crossroads. The old model of relating to clients based on controlling them is no longer effective. From Selling to Serving offers another way, a way to create significant and rewarding client relationships." "How you communicate with your clients accounts for 85 percent of the relationship. Yet most professionals  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Lou Cassara
ISBN: 0793192072 9780793192076
OCLC Number: 54371859
Description: xxii, 240 pages : illustrations ; 24 cm
Contents: Be a first rate version of yourself --
The essence of attraction --
The power of your authentic intentions --
Discovering your value --
Knowing why people work with you --
Communicating clearly, effectively, and with purpose --
The energy of relationships --
The language of trust --
The elements of a caring conversation --
Identifying your real products --
Saying what you mean, meaning what you say --
Connecting to your client's real needs --
The moment of truth --
Vision precedes action --
The factors that influence decisions --
Empowering people to commit --
Converting obstacles to opportunities --
Aligning intentions with actions.
Responsibility: Lou Cassara.
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Abstract:

"Many people in advisory roles - financial representatives, attorneys, brokers, and bankers - are at a crossroads. The old model of relating to clients based on controlling them is no longer effective. From Selling to Serving offers another way, a way to create significant and rewarding client relationships." "How you communicate with your clients accounts for 85 percent of the relationship. Yet most professionals spend only 15 percent of their time developing these vital skills and abilities. The Client Creator Process in From Selling to Serving helps you understand the principles and patterns necessary to focus on creating quality relationships and for sustaining success."--Jacket.

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