
How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
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Narrated by:
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Barry Abrams
About this listen
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, LLCListeners also enjoyed...
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Story
Renowned consultant and author Peter Block delivers the latest and fourth edition of his bestselling Flawless Consulting, an intuitive and insightful step-by-step guide to the five phases of effective consulting. The book offers a deep exploration of the skills, tools, and behaviors required to successfully influence others. You'll see exactly what you need to say and do to help others achieve their goals, whether you are an internal or external consultant or anyone in a leadership position who wants to build effective partnerships in business, healthcare, education, or community work.
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Affectation of Narrator is unlistenable
- By Daniel Kimball on 07-09-24
By: Peter Block
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Million Dollar Speaking
- The Professional's Guide to Building Your Platform
- By: Alan Weiss
- Narrated by: Jason Leikam
- Length: 8 hrs and 49 mins
- Unabridged
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Make your move into, or improve your position in, the powerful world of professional speaking. If you think you have what it takes to speak professionally, or you've already been doing so with insufficient reward, now is the time to make your move. Weiss has packed the guide with tips, resources, helpful examples, and checklists that make it easy for you to keep a record of your progress. Whether you're a trainer, workshop leader, or consultant, Million Dollar Speaking has what you need to get on the paid public-speaking circuit in no time.
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avoid!!!
- By mark on 07-20-23
By: Alan Weiss
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Expert Secrets
- The Underground Playbook for Creating a Mass Movement of People Who Will Pay for Your Advice
- By: Russell Brunson, Robert T. Kiyosaki - foreword
- Narrated by: Hank Bannister
- Length: 6 hrs and 11 mins
- Unabridged
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Your message has the ability to change someone's life. The impact that the right message can have on someone at the right time in their life is immeasurable. It could help to save marriages, repair families, change someone's health, grow a company, or more... But only if you know how to get it into the hands of the people whose lives you have been called to change. Expert Secrets will put your message into the hands of people who need it.
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Most Impactful book read since Rich Dad Poor Dad
- By Dan on 10-09-18
By: Russell Brunson, and others
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Million Dollar Maverick
- Forge Your Own Path to Think Differenly, Act Decisively, and Succeed Quickly
- By: Alan Weiss PhD
- Narrated by: Alan Weiss PhD
- Length: 4 hrs and 18 mins
- Unabridged
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When it comes to how to succeed as an entrepreneur, we are besotted with advice. According to best-selling author Alan Weiss, success is a combination of opportunism, very disciplined work, luck, timing, and ignoring most advice. In other words, it means striking out on your own original path to success. In Million Dollar Maverick, he explains that entrepreneurs don't take advice; they create value and then monetize it. They do what they love and are great at and find a way to sell it to people.
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Loved his voice
- By Kendall on 12-23-16
By: Alan Weiss PhD
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Book Yourself Solid, Third Edition
- The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling
- By: Michael Port
- Narrated by: Michael Port
- Length: 9 hrs and 54 mins
- Unabridged
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Book Yourself Solid has been one of the most popular marketing guides in the world for service-based businesses since its initial release in 2006. This new third edition includes updated and expanded strategies, techniques, and skills to help you get more clients and increase your take-home profits.
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One of the best.
- By Amazon Customer on 02-02-19
By: Michael Port
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The Short List
- How to Drive Business Development by Focusing on the People Who Matter Most
- By: David Ackert
- Narrated by: David Ackert
- Length: 6 hrs and 20 mins
- Unabridged
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When it comes to business development, professionals often struggle—not from a lack of opportunities but from not knowing where to focus their attention. In a world where we can access anyone through six degrees of separation, our 500+ LinkedIn connections and cluttered CRM databases only exacerbate the question: "What is the best use of my time?" The Short List delivers a clear, actionable guide to identifying the people you need to prioritize and the techniques you can use to nurture those relationships into career catalysts.
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Amazing!
- By Sonya on 03-15-25
By: David Ackert
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Maximum Achievement
- Strategies and Skills That Will Unlock Your Hidden Powers to Succeed
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 13 hrs and 25 mins
- Unabridged
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Brian Tracy, the world's leading authority on success and personal achievement, gives you his proven principles and step-by-step tips for raising your self-esteem and improving your life. This audiobook is based on his seminar program that has dramatically improved the income and lives of over one million graduates. It is based on proven principles drawn from psychology, religion, philosophy, business, economics, politics, history, and metaphysics.
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get your inner World sorted out
- By K. Lenoir on 11-03-17
By: Brian Tracy
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Smart Calling, 3rd Edition
- Eliminate the Fear, Failure, and Rejection from Cold Calling
- By: Art Sobczak
- Narrated by: Art Sobczak
- Length: 9 hrs and 42 mins
- Unabridged
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In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business.
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best book you can buy if you're in Sales
- By Memić on 09-03-20
By: Art Sobczak
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Managing the Professional Service Firm
- By: David H. Maister
- Narrated by: B. J. Harrison
- Length: 13 hrs and 27 mins
- Unabridged
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International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, involving the skills of individuals.
By: David H. Maister
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The Boutique
- How to Start, Scale, and Sell a Professional Services Firm
- By: Greg Alexander
- Narrated by: Greg Alexander
- Length: 4 hrs and 49 mins
- Unabridged
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We are in the golden era of boutiques. The business models of your clients are being disrupted. This makes it virtually impossible for them to have all the required expertise in-house. They are looking for external expertise. They have big budgets to spend. Clients are buying from boutiques in record numbers. The sun is shining. Time to make hay.
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The Premier Boutique Scaling and Exit Handbook
- By Jill B. on 05-24-25
By: Greg Alexander
Highly relevant
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Great Book on professional/expert service sales
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Also, I feel bad for saying this, but the narrator is AWFUL. He often changed voices in a way that felt sarcastic. (The weak content didn't help, but still.)
10x Longer Than it Should Be
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Wish for more depth
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Practical and Actionable
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Not much meat on the bone
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Plain vanilla
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Inventory of the obvious
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