How to Acquire More Clients (and Maintain Your Integrity) We’ve all been manipulated into buying something we didn’t need. This type of selling behavior is particularly egregious for professional service providers because it is the antithesis of being a trusted advisor. Not surprisingly, a high percentage of professional service providers — attorneys, accountants, architects, consultants …
The Value of Learning How to Conduct a “Customer Diagnosis” A lot of damage has been done to the profession of sales — and capitalism in general — because business people often think their objective is to “make a sale” or “maximize shareholder value.” For many people, the very words “sales” and “selling” convey pushing …
Don’t Sell; Enable Customers to Buy An enormous amount of damage has been done to the profession of sales, and capitalism in general, because business people often believe their objective is to “make a sale.” In most cases, that’s short-sighted and wrong. The very words “sales” and “selling” convey pushing something on someone, often something …
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