Clients Forever: How Your Clients Can Build Your Business for You: How Your Clients Can Build Your Business for You

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McGraw Hill Professional, Mar 22, 2003 - Business & Economics - 256 pages
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How to Discover and Unlock the Power of the Extraordinary Client!

What if you could increase your income by decreasing your sales calls? It happens whenever you stop wasting your time on marginal clients and focus all your efforts on your top contacts. This unleashes the repeat business and referrals that help you maximize your income, use your time more effectively, and concentrate on what's most important in your life.

In Clients Forever, nationally recognized speaker and sales trainer Doug Carter shows you how to build your business through solid, long-term relationships with your favorite kind of clients. Packed with dozens of examples from Carter's own sales experience, plus case studies and personal development activities, this powerful career enhancement guide gives you the know-how and confidence to:

  • Focus your efforts on the people you most enjoy working with
  • Generate better results with less effort
  • Build relationships with clients as valuable people, not just as potential sales
  • Develop a new approach that accentuates your personal strengths
  • Trust your buyers to control their own informed decisions
  • Shift your role from expert consultant to process facilitator
 

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Contents

CHAPTER 1 WHAT IF ALL YOUR CLIENTS LOVED YOU?
1
CHAPTER 2 WHY YOUR CLIENTS DONT LOVE WHAT YOU DO
19
CHAPTER 3 WHAT YOU KNOW ABOUT SELLINGAND WHY PROSPECTS HATE IT
43
CHAPTER 4 ON TRUST
71
CHAPTER 5 READ ME FIRST
83
CHAPTER 6 JUST EXACTLY WHO ARE YOU?
87
CHAPTER 7 SO WHAT ARE YOU GOING TO DO ABOUT IT?
103
CHAPTER 8 WHATS AT THE CORE?
121
CHAPTER 10 WHOS WORTH BEING AROUND?
149
CHAPTER 11 IT TAKES TWO TO TANGO
159
CHAPTER 12 SEVENTHGENERATION SALES
181
CHAPTER 13 THE BUSINESS MARRIAGE
207
CHAPTER 14 A COMMUNITY OF LIKEMINDED INDIVIDUALS
229
INDEX
245
About the Authors
250
Copyright

CHAPTER 9 WHATS WORTH DOING?
141

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About the author (2003)

Doug Carter is the founder and CEO of Carter International Training and Development Company. Since 1988, he has conducted his own training and interactive speaking programs while also developing and delivering custom training programs for organizations around the world.

Jenni Green is a commercial writer. Her clients range from solo entrepreneurs to national enterprises.

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