e-Book The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life epub downloadAuthor: Sam Barcus,Tom Stevenson
Pages: 272 pages
Publisher: Kaplan Business (October 1, 2003)
Category: Marketing & Sales
Size ePUB: 1426 kb
Size Fb2: 1523 kb
Size DJVU: 1913 kb
Format: azw doc txt lrf
e-Book The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life epub download
by Sam Barcus,Tom Stevenson
Some wear but overall very good condition.
Corporations, it seems, are always seeking the ''silver bullet'' that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants Tom Stevenson and Sam Barcus. For the first time ever, Stevenson and Barcus outline the g processes used successfully by professional consulting firms.
Becoming a Trusted Advisor fundamentally changes how you approach client relationships. Learning how to build trust is not just a feel-good process
Becoming a Trusted Advisor fundamentally changes how you approach client relationships. Learning how to build trust is not just a feel-good process. It is part science, part art; we know both parts, and can give you the tools and understanding to draw on every day, focused on being open, truly listening, interpreting client wants, and understanding human behavior.
Tom is a great storyteller and does a nice job of blending consultative selling concepts with ready to apply advice. Although this may seem like a sales book its much more. It really is about how relationships make a significant difference on long term client loyalty. 2 people found this helpful. Look for similar items by category. Books Business & Economics Marketing & Sales. Books Family & Lifestyle Self-Help.
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Together with Sam Barcus, whose techniques form the basis for The Relationship Advantage, Stevenson taught more than 10,000 IBM salespeople the concepts covered in this book. He was recruited by Cisco Systems in 1997 to run its Worldwide Channel operation, where once again he and Barcus taught the Cisco channel how to make more money by becoming trusted advisors. Sam Barcus, a Certified Management Consultant and CPA, worked for rs and Texas Instruments before launching his own consulting practice, NewLeaf Partners.
book by Tom Stevenson. Corporations, it seems, are always seeking the silver bullet that will create intimacy with customers.
For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including:
* Why top managers must lead the care and feeding of key relationships.
* An inside view of how consultants build long-term, trusted advisor relationships.
* The difference between creating demand and responding to bids-an important difference that sparks enduring relationships.
* Problem-solving techniques that can lead to deeper customer alliances.
* Why it's more important for a salesperson to be interested rather than interesting.
* A diagnostic process to prepare for and execute customer meetings that create value at every touch point.
* Tools and techniques to develop business acumen that provides insight into customer issues and initiatives.
With many practical examples, anecdotes, and coaching tips, The Relationship Advantage is required reading for executives or managers who know they should be driving key relationships but don't know how to do it.