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Publisher's Summary

The real-world guide to selling your services and bringing in business....

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients.

Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.

©2018 Thomas McMakin and Wade D. Fletcher, Jr. (P)2019 Gildan Media, LLC

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    3 out of 5 stars
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    4 out of 5 stars

Wish for more depth

it was a quick read so I shouldn't be surprised to find that there wasn't much in depth knowledge. Most of the book was stuff I already knew. The topics stayed too superficial.

2 people found this helpful

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Practical and Actionable

right book right time for me as I launch my Business Growth Consulting practice area. Biggest takeaway is the need to underwrite the conversation. I have to be clear on that topic. Recommend the read.

1 person found this helpful

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Great Book on professional/expert service sales

Solid book full of great information that is easy to follow and easy to apply.

1 person found this helpful

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    2 out of 5 stars

Not much meat on the bone

Although there are plenty of words, analogies, stories of consultants the real meat in this book is rather lean and buried in the middle of the book sorrow fed by fat. To be sure there are two or three useful nuggets of insight, but not enough to have made the time spent with this book worth while.

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  • AmazonSmartShopper
  • 06-16-21

Nothing new and no nuggets

Audiobooks normally fall into one of a few categories, either they are fantastic, or they are okay but share some great nuggets of information which are useful and mean that it was worthwhile reading the book, or the book has just been a waste of time. Unfortunately, this one falls into the latter camp. It is based on some anecdotal views of the author, which are not backed up by strong evidence-in fact at the beginning of the book, he states that he does not have empirical evidence to back up his views, and ends the book with confirmation of this again, suggesting that information and studies need to be provided by universities to actually determine how clients are approaching the topic of buying. This therefore, seems to undermine the whole purpose of this book. There are certainly better books than this one, and I suggest that you give this one a miss.

1 person found this helpful

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  • Mariner
  • 09-29-20

Great overview

I run a two year old consulting firm. I wish I had this book two years ago! A lot of the content is intuitive, but can also help with designing a marketing approach step-by-step, revenue planning, and avoiding areas that are just timewasting. Also signposts to other material. I will definitely return to this book.

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  • Alaine
  • 09-20-20

Amazing

Everything for beginners to the advanced, definitely a must read book for anyone in the consulting business. Will be saving it to listen to it again in a few months, always going to be something I get out of it each time.