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Book
Author Boress, Allan S.

Title The "I hate selling" book : business-building advice for consultants, attorneys, accountants, engineers, architects, and other professionals / Allan S. Boress
Published New York : Amacom, [1995]
©1995

Copies

Location Call no. Vol. Availability
 WATERFT BUSINESS  658.85 Bor/Ihs  AVAILABLE
Description xix, 219 pages ; 24 cm
Contents Preface: How This Book Will Help You Become New-Business Driven -- 1. Why Service Providers Don't Sell More Business -- 2. The Eight Universal Traits of the Top Business Producers in the Professions -- 3. Selling Ain't Marketing - But You Need Both to Survive in the 1990s and Beyond -- 4. The Three Biggest Mistakes Professional Service Providers Make - and the Easy Way to Avoid These Costly Blunders -- 5. Conducting a Sales Examination: The Six Diagnostic Tests to Determine Whether a Client Is Sold 90 Percent of the Time -- 6. Testing for Positive Chemical Reaction -- 7. Tender Loving Care: Satisfying Emotional Needs, Wants, Desires, and Musts -- 8. Conducting a Financial Diagnostic and Nurturing the Desire to Pay -- 9. Anatomy of the Decision-Making Lifeline -- 10. Looking Good and Locking It Up in the One-Call Sale -- 11. Take Two Aspirins, but I'll Call You in the Morning -- 12. The "I Hate Selling" Professional's Black Bag of Presentational Tools
13. Rx for Sure-Fire Closes - Just What the Professional Orders -- 14. Triumphant Telephone Selling: Reach Out and Touch New Business Arteries -- 15. The Master "I Hate Selling" (Hey, This Could be Addictive) System in Action!
Summary The art of marketing the service you provide. Selling yourself and your service
Bibliography Includes bibliographical references and index
Subject Consultants -- Marketing.
Professions -- Marketing.
Selling.
LC no. 94033738
ISBN 0814402453