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Tables of Contents for How to Acquire Clients
Chapter/Section Title
Page #
Page Count
Introduction
xiii
Acknowledgments
xv
Identifying Targets of Opportunity
1
18
You Seldom Awake in the Morning with People Waving Money in Your Face
Three Conditions Essential to Successful Selling
2
5
Generalizing and Specializing: The View from Contrarian Land
7
5
Customized Assaults: When There Is a Single Target Too Appealing to Resist
12
2
Strategies for Isolating and Hitting New Targets of Opportunity
14
3
From My Time in the Trenches
17
2
How to Prepare for Success in Acquiring New Business
19
16
The Allies Didn't Simply Decide to Take a Trip Across the English Channel One Morning
The Frontal Attack
20
5
The Flanking Maneuver
25
2
Infiltration
27
5
When the Buyer Comes to You (Build It, and They Will Come)
32
2
From My Tune in the Trenches
34
1
How to Build Relationships with Economic Buyers
35
18
Most Consultants Don't Stop ``Selling'' Long Enough to Really Make a Sale
Behavioral Predispositions: Funny Things That Buyers Do
36
7
Controlling the Discussion (Killing Me Softly with His Song...)
43
5
Emotional Targeting
48
2
Drawing a Line in the Sand for Unacceptable Behaviors
50
1
From My Time in the Trenches
51
2
Rebutting Objections Once and for All
53
18
If You Hear a New Objection, Then You Haven't Been Listening in the Past
The Four Major Areas of Objections
55
2
Rebutting Arguments in the Four Basic Areas
57
8
Visualizing the Future
65
1
Sample Objections and Rebuttals
66
3
From My Time in the Trenches
69
2
Sixteen Great Acquisition Sources
71
20
Why Go Around the Block to Get Next Door?
The First Four
73
5
The Second Four
78
5
The Third Four
83
3
The Fourth Four
86
4
From My Time in the Trenches
90
1
Winning Friends and Influencing People
91
18
How to Build Support from Those Who Loathe Your Arrival
Providing Value Early and for Free
92
3
Building Momentum Among Key Advisors
95
2
Dealing with Committees
97
4
Overcoming ``Threat'' Factors
101
6
From My Time in the Trenches
107
2
Gaining Market Share from Others
109
18
Stealing Is Legal in the Sales Business
Harvesting ``Low Hanging Fruit''
111
3
Creating High Visibility
114
3
Waiting for Someone Else's Bad News
117
3
More Techniques to Trespass on Others' Property
120
5
From My Time in the Trenches
125
2
Guaranteeing the Ultimate Business: Repeat Business
127
18
How to Think of the Fourth Sale First
What Is the Fourth Sale?
128
3
The Three Keys to Cementing Relationships Rather Than Selling Business
131
2
Developing Trust Through Pushback
133
5
The Present-Value Discount Principle in Action
138
5
From My Time in the Trenches
143
2
A Dozen New Sources of Clients
145
18
The World Is Changing and So Are Your Prospects
Global Alliances
147
1
Remote Learning
147
2
Entrepreneurs
149
1
Universities and Higher Education
150
1
The Professions: Medical, Legal, Accounting
151
1
Mature High-Tech
152
1
The Retired, the Recreating, the Hobbyist
153
2
Behavior Modification
155
1
Life Balance
156
1
Sales Skills
157
2
Cultural Accommodation
159
1
Knowledge Assimilation/Management Application
160
1
From My Time in the Trenches
161
2
The Process of Selective Acquisition
163
20
How to Reject and Abandon Business in Order to Grow
The Ten Very Good Reasons for Rejecting Prospective Business
164
4
The Five Very Good Reasons for Pulling the Plug on Existing Business
168
3
Managing New Business Potential and Profit
171
4
The Mercedes-Benz Syndrome
175
4
From My Time in the Trenches: Chapter 10
179
1
From My Time in the Trenches: The Book
180
3
Index
183
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