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How to Acquire Clients: Powerful Techniques for the Successful Practitioner

作者: Alan Weiss 著

出版社: Wiley

出版时间: 2011-11

版次: 1

ISBN: 9780787955144

定价: 412.90

装帧: 平装

开本: 其他

纸张: 其他

页数: 208页

正文语种: 英语

分类: 外文古旧书>英文书>经济

Followtheexpertadviceinthisbook––thefourthinTheUltimateConsultantSeries––andyouwon′tfallvictimtothesuccessplateauthatunderminesmanyconsultants.Ifyoufeelthatyourworkhasbecomeeasier,itmaybethatyou′renotclimbing"up"butrathermovinglaterally.And,soonerorlater,yourplateauwillbegintoerodeandyou′llfindyourselfonadecline.InHowtoAcquireClients,AlanWeiss,internationallyrecognizedconsultantandauthorofthebest–sellingMillionDollarConsulting,showsyouhowtocontinuetomove"upthemountain." AlanWeiss-author,internationalconsultant,highlysoughtkeynotespeaker-isthefounderandpresidentofSummitConsultingGroup.HisclientshaveincludedHewlett-Packard,StateStreetCorp.,FleetBank,ColdwellBanker,MerrillLynch,AmericanPressInstitute,Chase,Mercedes-Benz,GE,AmericanInstituteofArchitects,andArthurAndersen.HeistheauthorofTheUltimateConsultant(Jossey-Bass/Pfeiffer,2001)andGettingStartedinConsulting(JohnWiley&Sons,2000).WeissresideswithhiswifeMariainEastGreenwich,RhodeIsland. Introduction.CHAPTER1IdentifyingTargetsofOpportunity:YouSeldomAwakeintheMorningwithPeopleWavingMoneyinYourFace.ThreeConditionsEssentialtoSuccessfulSelling.GeneralizingandSpecializing:TheViewfromContrarianLand.CustomizedAssaults:WhenThereIsaSingleTargetTooAppealingtoResist.StrategiesforIsolatingandHittingNewTargetsofOpportunity.FromMyTimeintheTrenches.CHAPTER2HowtoPrepareforSuccessinAcquiringNewBusiness:TheAlliesDidntSimplyDecidetoTakeaTripAcrosstheEnglishChannelOneMorning.TheFrontalAttack.TheFlankingManeuver.Infiltration.WhentheBuyerComestoYou(BuildIt,andTheyWillCome).FromMyTimeintheTrenches.CHAPTER3HowtoBuildRelationshipswithEconomicBuyers:MostConsultantsDontStopSellingLongEnoughtoReallyMakeaSale.BehavioralPredispositions:FunnyThingsThatBuyersDo.ControllingtheDiscussion(KillingMeSoftlywithHisSong...).EmotionalTargeting.DrawingaLineintheSandforUnacceptableBehaviors.FromMyTimeintheTrenches.CHAPTER4RebuttingObjectionsOnceandforAll:IfYouHearaNewObjection,ThenYouHaventBeenListeninginthePast.TheFourMajorAreasofObjections.RebuttingArgumentsintheFourBasicAreas.VisualizingtheFuture.SampleObjectionsandRebuttals.FromMyTimeintheTrenches.CHAPTER5SixteenGreatAcquisitionSources:WhyGoAroundtheBlocktoGetNextDoor?TheFirstFour.TheSecondFour.TheThirdFour.TheFourthFour.FromMyTimeintheTrenches.CHAPTER6WinningFriendsandInfluencingPeople:HowtoBuildSupportfromThoseWhoLoatheYourArrival.ProvidingValueEarlyandforFree.BuildingMomentumAmongKeyAdvisors.DealingwithCommittees.OvercomingThreatFactors.FromMyTimeintheTrenches.CHAPTER7GainingMarketSharefromOthers:StealingIsLegalintheSalesBusiness.HarvestingLowHangingFruit.CreatingHighVisibility.WaitingforSomeoneElsesBadNews.MoreTechniquestoTrespassonOthersProperty.FromMyTimeintheTrenches.CHAPTER8GuaranteeingtheUltimateBusiness:RepeatBusiness;HowtoThinkoftheFourthSaleFirst.WhatIstheFourthSale?TheThreeKeystoCementingRelationshipsRatherThanSellingBusiness.DevelopingTrustThroughPushback.ThePresent-ValueDiscountPrincipleinAction.FromMyTimeintheTrenches.CHAPTER9ADozenNewSourcesofClients:TheWorldIsChangingandSoAreYourProspects.1.GlobalAlliances.2.RemoteLearning.3.Entrepreneurs.4.UniversitiesandHigherEducation.5.TheProfessions:Medical,Legal,Accounting.6.MatureHigh-Tech.7.TheRetired,theRecreating,theHobbyist.8.BehaviorModification.9.LifeBalance.10.SalesSkills.11.CulturalAccommodation.12.KnowledgeAssimilation/ManagementApplication.FromMyTimeintheTrenches.CHAPTER10TheProcessofSelectiveAcquisition:HowtoRejectandAbandonBusinessinOrdertoGrow.TheTenVeryGoodReasonsforRejectingProspectiveBusiness.TheFiveVeryGoodReasonsforPullingthePlugonExistingBusiness.ManagingNewBusinessPotentialandProfit.TheMercedes-BenzSyndrome.FromMyTimeintheTrenches:Chapter10.FromMyTimeintheTrenches:TheBook.Index.
内容简介:
Followtheexpertadviceinthisbook––thefourthinTheUltimateConsultantSeries––andyouwon′tfallvictimtothesuccessplateauthatunderminesmanyconsultants.Ifyoufeelthatyourworkhasbecomeeasier,itmaybethatyou′renotclimbing"up"butrathermovinglaterally.And,soonerorlater,yourplateauwillbegintoerodeandyou′llfindyourselfonadecline.InHowtoAcquireClients,AlanWeiss,internationallyrecognizedconsultantandauthorofthebest–sellingMillionDollarConsulting,showsyouhowtocontinuetomove"upthemountain."
作者简介:
AlanWeiss-author,internationalconsultant,highlysoughtkeynotespeaker-isthefounderandpresidentofSummitConsultingGroup.HisclientshaveincludedHewlett-Packard,StateStreetCorp.,FleetBank,ColdwellBanker,MerrillLynch,AmericanPressInstitute,Chase,Mercedes-Benz,GE,AmericanInstituteofArchitects,andArthurAndersen.HeistheauthorofTheUltimateConsultant(Jossey-Bass/Pfeiffer,2001)andGettingStartedinConsulting(JohnWiley&Sons,2000).WeissresideswithhiswifeMariainEastGreenwich,RhodeIsland.
目录:
Introduction.CHAPTER1IdentifyingTargetsofOpportunity:YouSeldomAwakeintheMorningwithPeopleWavingMoneyinYourFace.ThreeConditionsEssentialtoSuccessfulSelling.GeneralizingandSpecializing:TheViewfromContrarianLand.CustomizedAssaults:WhenThereIsaSingleTargetTooAppealingtoResist.StrategiesforIsolatingandHittingNewTargetsofOpportunity.FromMyTimeintheTrenches.CHAPTER2HowtoPrepareforSuccessinAcquiringNewBusiness:TheAlliesDidntSimplyDecidetoTakeaTripAcrosstheEnglishChannelOneMorning.TheFrontalAttack.TheFlankingManeuver.Infiltration.WhentheBuyerComestoYou(BuildIt,andTheyWillCome).FromMyTimeintheTrenches.CHAPTER3HowtoBuildRelationshipswithEconomicBuyers:MostConsultantsDontStopSellingLongEnoughtoReallyMakeaSale.BehavioralPredispositions:FunnyThingsThatBuyersDo.ControllingtheDiscussion(KillingMeSoftlywithHisSong...).EmotionalTargeting.DrawingaLineintheSandforUnacceptableBehaviors.FromMyTimeintheTrenches.CHAPTER4RebuttingObjectionsOnceandforAll:IfYouHearaNewObjection,ThenYouHaventBeenListeninginthePast.TheFourMajorAreasofObjections.RebuttingArgumentsintheFourBasicAreas.VisualizingtheFuture.SampleObjectionsandRebuttals.FromMyTimeintheTrenches.CHAPTER5SixteenGreatAcquisitionSources:WhyGoAroundtheBlocktoGetNextDoor?TheFirstFour.TheSecondFour.TheThirdFour.TheFourthFour.FromMyTimeintheTrenches.CHAPTER6WinningFriendsandInfluencingPeople:HowtoBuildSupportfromThoseWhoLoatheYourArrival.ProvidingValueEarlyandforFree.BuildingMomentumAmongKeyAdvisors.DealingwithCommittees.OvercomingThreatFactors.FromMyTimeintheTrenches.CHAPTER7GainingMarketSharefromOthers:StealingIsLegalintheSalesBusiness.HarvestingLowHangingFruit.CreatingHighVisibility.WaitingforSomeoneElsesBadNews.MoreTechniquestoTrespassonOthersProperty.FromMyTimeintheTrenches.CHAPTER8GuaranteeingtheUltimateBusiness:RepeatBusiness;HowtoThinkoftheFourthSaleFirst.WhatIstheFourthSale?TheThreeKeystoCementingRelationshipsRatherThanSellingBusiness.DevelopingTrustThroughPushback.ThePresent-ValueDiscountPrincipleinAction.FromMyTimeintheTrenches.CHAPTER9ADozenNewSourcesofClients:TheWorldIsChangingandSoAreYourProspects.1.GlobalAlliances.2.RemoteLearning.3.Entrepreneurs.4.UniversitiesandHigherEducation.5.TheProfessions:Medical,Legal,Accounting.6.MatureHigh-Tech.7.TheRetired,theRecreating,theHobbyist.8.BehaviorModification.9.LifeBalance.10.SalesSkills.11.CulturalAccommodation.12.KnowledgeAssimilation/ManagementApplication.FromMyTimeintheTrenches.CHAPTER10TheProcessofSelectiveAcquisition:HowtoRejectandAbandonBusinessinOrdertoGrow.TheTenVeryGoodReasonsforRejectingProspectiveBusiness.TheFiveVeryGoodReasonsforPullingthePlugonExistingBusiness.ManagingNewBusinessPotentialandProfit.TheMercedes-BenzSyndrome.FromMyTimeintheTrenches:Chapter10.FromMyTimeintheTrenches:TheBook.Index.

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How to Acquire Clients: Powerful Techniques for the Successful Practitioner

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