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 |
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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.
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Professions -- Marketing.
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Selling.
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LC no. |
94033738 |
ISBN |
0814402453 |
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