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e-Book The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life epub download

e-Book The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life epub download

Author: Sam Barcus,Tom Stevenson
ISBN: 0793170265
Pages: 272 pages
Publisher: Kaplan Business (October 1, 2003)
Language: English
Category: Marketing & Sales
Size ePUB: 1426 kb
Size Fb2: 1523 kb
Size DJVU: 1913 kb
Rating: 4.9
Votes: 941
Format: azw doc txt lrf
Subcategory: Business]

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.

The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life. Cultural Issues in Psychology: A Student's Handbook (Foundations of Psychology). Christie's World Encyclopedia of Champagne & Sparkling Wine. Evolution of the Earth: Treatise on Geophysics. With Our Backs to the Wall: Victory and Defeat in 1918. Cocoa and Objective-C: Up and Running.

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The relationship advantage. Become a trusted advisor and create clients for life. Die Praxis des Vertrauens. Advisor selling: the art of becoming a trusted advisor. Trusted Advisor in Sales and Marketing.

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.

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. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective.

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.


Tejar
Tom and Sam are more than folks who write theory. They have lived what they are telling you at a levels that any sales professional set as their ultimate goal.
I have seen their strategy not only work, but have personally seen them execute it flawlessly. What was best about the experience for me was knowing that I could do it to. If you take this book to heart, you'll be unstoppable.
They take the sales thing one step further. They lead you into something even greater. How to have real, solid, and long lasting relationships in and beyond work. In life, this may matter much more than reaching quota. By the way, making quota is ok too!
Read this book and make it part of your approach to sales and just watch.
Nahelm
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.