How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services

In this Audiobook

• Chapter 1 - A Curious Problem
• Chapter 2 - Finders, Minders, and Grinders—The Business Development Imperative
• Chapter 3 - Beyond Pixels—Selling a Service is Different from Selling Things (And Harder, Too)
• Chapter 4 - Obstacle #1—What They Didn't Teach You in B-School—If I am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?
• Chapter 5 - Obstacle #2—But I Don't Want to Sell—Moving Past Willy Loman
• Chapter 6 - Obstacle #3—Things aren't What They Once were—It is Harder than Ever to Sell Expert Services
• Chapter 7 - Obstacle #4—A Blizzard of Bad Advice—Everything You Know about Sales is Wrong
• Chapter 8 - The Secret to Selling—Never Say Sell
• Chapter 9 - Element 1—I am Aware of You—What was the Name of Your Firm Again?
• Chapter 10 - Element 2—I Understand What You Do—You Do What?
• Chapter 11 - Element 3—I am Interested—These are My Goals
• Chapter 12 - Element 4—I Respect Your Work—You Have the Right Stuff to Help Me
• Chapter 13 - Element 5—I Trust You—You Have My Best Interests at Heart
• Chapter 14 - Element 6—I am Able—I've Got Budget and Buy-in
• Chapter 15 - Element 7—I am Ready—The Timing is Right
• Chapter 16 - A Chain is as Strong as its Weakest Link—Using the Seven Elements as a Diagnostic Tool
• Chapter 17 - Getting to Work—Learning to Think and Act like a Rainmaker
• Chapter 18 - All Business is Local—From the Silk Road to the Information Superhighway
• Chapter 19 - Our Vision of the Future—A Roadmap for Change