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How to acquire clients : powerful techniques for the successful practitioner

Author: Alan Weiss
Publisher: San Francisco : Jossey-Bass/Pfeiffer, ©2002.
Series: Ultimate consultant series.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Alan Weiss
ISBN: 0787955140 9780787955144
OCLC Number: 48383324
Notes: Includes index.
Description: xv, 189 pages : illustrations ; 25 cm.
Contents: Identifying Targets of Opportunity: You Seldom Awake in the Morning with People Waving Money in Your Face --
Three Conditions Essential to Successful Selling --
Generalizing and Specializing: The View from Contrarian Land --
Customized Assaults: When There Is a Single Target Too Appealing to Resist --
Strategies for Isolating and Hitting New Targets of Opportunity --
From My Time in the Trenches --
How to Prepare for Success in Acquiring New Business: The Allies Didn't Simply Decide to Take a Trip Across the English Channel One Morning --
The Frontal Attack --
The Flanking Maneuver --
Infiltration --
When the Buyer Comes to You (Build It, and They Will Come) --
From My Time in the Trenches --
How to Build Relationships with Economic Buyers: Most Consultants Don't Stop "Selling" Long Enogh to Really Make a Sale --
Behavioral Predispositions: Funny Things That Buyers Do --
Controlling the Discussion (Killing Me Softly with His Song ...) --
Emotional Targeting --
Drawing a Line in the Sand for Unacceptable Behaviors --
From My Time in the Trenches --
Rebutting Objections Once and for All: If You Hear a New Objection, Then You Haven't Been Listening in the Past --
The Four Major Areas of Objections --
Rebutting Arguments in the Four Basic Areas --
Visualizing the Future --
Sample Objections and Rebuttals --
From My Time in the Trenches --
Sixteen Great Acquisition Sources: Why Go Around the Block to Get Next Door? --
From My Time in the Trenches --
Winning Friends and Influencing People: How to Build Support from Those Who Loathe Your Arrival.
Series Title: Ultimate consultant series.
Responsibility: Alan Weiss.
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