Never Say Sell

Never Say Sell
How the World's Best Consulting and Professional Services Firms Expand Client Relationships

by Tom McMakin,Jacob Parks

  • Publisher : John Wiley & Sons
  • Release : 2020-10-27
  • Pages : 256
  • ISBN : 1119683785
  • Language : En, Es, Fr & De
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Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.

Never Say Can't

Never Say Can't
A Book

by Tom Baker

  • Publisher : Lulu.com
  • Release : 2021
  • Pages : 129
  • ISBN : 1365507033
  • Language : En, Es, Fr & De
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Never Say Never

Never Say Never
A Book

by Debra Salonen

  • Publisher : Loner Llama Press
  • Release : 2017-11-02
  • Pages : 294
  • ISBN : 1944300252
  • Language : En, Es, Fr & De
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Never Say Frisco

Never Say Frisco
A Book

by Patrick McInroy

  • Publisher : iUniverse
  • Release : 2000-10-01
  • Pages : 280
  • ISBN : 0595141773
  • Language : En, Es, Fr & De
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A QUICHE BEFORE DYING Could there be murder on the menu at Andre’s in San Francisco? If so, it had better be served up quickly, because Palmer Blake’s trendy, upscale restaurant is rapidly going belly up. On top of that, a lady friend of his has vanished, and he is compelled to hire the services of Wilmot Biggs, an abundant, gruff, gourmand investigator who frequents Andre’s. The pot au feu thickens when Palmer gets involved in the case himself, from North Beach to Acapulco. His amateur sleuthing results in the anonymous offer of a great sum of money—enough to save his restaurant—to call off the search. As one might guess, this offer also includes the promise of something extremely unpleasant if the money is refused. But with Palmer, there’s an emotional reason to continue. The missing woman, Sara Longwith, is a breath of Venus, desired by most men who meet her. Palmer has never known her intimately, but her disappearance has triggered a sort of melancholy longing that grows on him as the quest continues. A few corpses later, however, Palmer is even more tempted to take the money and walk. As for Biggs, the answer is simple: more garlic and a pinch of oregano.

SALES SALE SALES

SALES SALE SALES
A Book

by Stephen Harris

  • Publisher : eBook Partnership
  • Release : 2014-03-27
  • Pages : 324
  • ISBN : 1783013567
  • Language : En, Es, Fr & De
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"e;This book from Stephen Harris is a great source of real life practical advice on how to generate hot leads and then how to close them in a way that gets stunning results."e; Amanda P. Holden Vice President Amanco Associate Holdings

Never Say Good-bye

Never Say Good-bye
A Book

by Autumn Woods

  • Publisher : Xlibris Corporation
  • Release : 2010-12-28
  • Pages : 193
  • ISBN : 9781456821180
  • Language : En, Es, Fr & De
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What would you do if both of your parents disappeared when you were a child? Would you cut yourself off from the world or would you slowly readjust? For Kari, it was difficult. She cut herself out at first, but her family brought her back. But now, everything has changed. A model, who know more than she should, shakes up Kari and Renee’s world and tells them that they’re being hunted. The next day, this dangerously handsome guy shows up outside of their house. How can she cope with this new knowledge? Does it have to do with her parents? Can her mysterious Protector help her?

Selling Value

Selling Value
Key Principles of Value-Based Selling

by Don Hutson

  • Publisher : Greenleaf Book Group
  • Release : 2015-03-03
  • Pages : 319
  • ISBN : 0692401121
  • Language : En, Es, Fr & De
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SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!

Never Say Calf Rope

Never Say Calf Rope
A Grandfather's Legacy

by Jack Zorn

  • Publisher : AuthorHouse
  • Release : 2009-12
  • Pages : 248
  • ISBN : 1449046630
  • Language : En, Es, Fr & De
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If you liked Mark Twain's adventures of Tom Sawyer and Huck Finn you'll love the humorous, oftentimes exciting escapades of Jack Zorn and his two younger brothers growing up on their grandfather's farm in rural Thomaston, Georgia. It was during the depression years of the 1930's. Money was scarce. The Zorn boys were poor, but they didn't know it. Besides, everyone else was too. Later the author opens up his heart, and candidly reveals a close relationship to a father, plagued all of his life by an addiction to alcohol, and a grandson who provided joy, inspiration and humor.

Marcus Padley Stock Market Secrets

Marcus Padley Stock Market Secrets
An Essential Guide for the Self-managed Investor and Trader

by Marcus Padley

  • Publisher : Slattery Media Group
  • Release : 2009
  • Pages : 239
  • ISBN : 9780980627428
  • Language : En, Es, Fr & De
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Marcus Padley's Stock Market Secrets is a book for the current financial climate. With global market scrumbling, and many of the world's leading markets entering into depression - the likes of which we've never experienced before - the time is ripe for a straight-shooting approach to money, wealth and investment. Since 1998 Marcus Padley has been writing about the stockmarket with the interests of the private investor at heart. Revealing investment strategies and secrets, this book teaches you everything you need to know to trade in the stock market for the short term, and how to invest for the long term.This book is a collection of Marcus' articles from his subscription-only website, marcustoday.com.au. Written in a straight-talking style, and punctuated with tips and humour, you'll discover productive critiques, trading ideas and financial strategies you can trust. The focus is on educating you - telling you why the market is behaving the way it is - so that you can be confident in making decisions that suit your own investment profile.It's both entertaining and informative, and above all, constructive.

Staging to Sell

Staging to Sell
The Secret to Selling Homes in a Down Market

by Barb Schwarz

  • Publisher : John Wiley & Sons
  • Release : 2009-06-09
  • Pages : 288
  • ISBN : 0470447125
  • Language : En, Es, Fr & De
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Home staging strategies needed to succeed in a down market Whether a buyer, seller, or real estate agent, the home sellingand purchasing process is fraught with potholes that can usually beovercome. But in this weakened housing market, everyone involved inthe selling process must increase their efforts. In order to sellhomes at top dollar, houses must be "prepared for sales."That’s where Staging comes in. The real estate mantra is nolonger location, location, location. It is now Staging, Staging,Staging! It’s all about presentation. In Staging toSell, Barb Schwarz, The Creator of HomeStaging®, offers her winning tactics, secrets, andstrategies for selling a home at top dollar during thesechallenging times. In addition to offering specific tips on how toStage a home, Schwarz, a sought-after speaker and Real Estatebroker who has Staged and sold over 5,000 homes, provides readers,sellers, Realtors® and Stagers, with useful advice oncorrectly pricing properties, marketing properties so that theysell, addressing objections early on, having the seller handle theStaging before the house is viewed, and much more. Written withtoday’s turbulent real estate market in mind, Staging toSell contains the information readers need to get their homesSold in the market quickly for top dollar.

How Clients Buy

How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services

by Tom McMakin,Doug Fletcher

  • Publisher : John Wiley & Sons
  • Release : 2018-02-14
  • Pages : 272
  • ISBN : 1119434750
  • Language : En, Es, Fr & De
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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. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Magic of Selling Art

Magic of Selling Art
A Book

by Jack White

  • Publisher : Lulu.com
  • Release : 2010-03-29
  • Pages : 195
  • ISBN : 0557333784
  • Language : En, Es, Fr & De
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Magic of Selling Art is the most complete book on selling art ever written. Reveals the secrets of master salespersons in layman's language. For individual artists as well as professional gallery staff. Filled with vignettes of Jack White's selling experiences and written in his clever Texas wit, Magic of Selling Art teaches how to soft sell in hard times. A must read for anyone in the retail business of art.

Never Say, “Can’t”: Memoir of a Successful Woman

Never Say, “Can’t”: Memoir of a Successful Woman
A Book

by Wanda Novak

  • Publisher : iUniverse
  • Release : 2012-10-03
  • Pages : 248
  • ISBN : 9781475943528
  • Language : En, Es, Fr & De
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CENTER “I couldn’t put this book down. I stayed up all night reading it. I laughed, cried, got excited, got mad, was surprised, had a good emotional ride, and learned some things along the way. Wonderful book! ...a great example of how strong and caring a woman can be. What a lady!” ~Sandra Woodard, LMT “I love this book ...absolutely an inspiration. I couldn’t read fast enough! ...taught me to hold my head high no matter what happens in my life. ...face every situation with pride and dignity.” ~Anita Warren, Personal Coach “In several places it takes the reader to the heart... In other places to the pinnacle of accomplishment. Heartwarming... Instructional... Goal oriented... Hard to put down... Altogether enlightening!” ~Charlotte Radieu, M. A.

How to Sell Homes in a Tough Market

How to Sell Homes in a Tough Market
25 Successful Tips Every Realtor Should Know. Hilarious Laugh-Out-Loud Examples to Help You Sell More Houses!

by Jonathan F. Goforth

  • Publisher : AuthorHouse
  • Release : 2011-09-06
  • Pages : 224
  • ISBN : 9781463433901
  • Language : En, Es, Fr & De
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ENDORSEMENTS: "A 'must read' for every real estate agent wanting to sell more homes. Loaded with great advice and entertaining to read." Jerry Reece CEO - Reece & Nichols Realtors a Partner with HomeServices of America, Inc., a Berkshire Hathaway Affiliate Jonathans results speak for themselves. He carries a listing inventory of 35 to 40 listings in the countrys worst market. Take notice to that type of production! Rich Casto Founder of Rich Casto & Company, one of the nations top Real Estate Trainers & Coaches, with over 35,000 clients. How to Sell Homes in a Tough Market is chock full of great tips not only for new agents but probably even more so for experienced agents who were used to doing things the old way. Its a fun book, easy to read, and will jump-start your real estate career. The tips are practical and spot on. Real estate today is hard work and Jonathan Goforths book highlights the importance of desire, prioritizing, consistent prospecting and the daily attention needed to be successful in the business today. Diane Ruggiero, RCE, CAE CEO - Kansas City Regional Association of REALTORS & Heartland Multiple Listing Service Jonathan writes, Your COI (Community of Influence) is the most powerful thing you have in this business. I agree wholeheartedly. The most powerful thing about How to Sell Homes in a Tough Market is that Jonathan IS selling homes in a tough market who better to learn from than someone who is doing it at a high level! This book is a valuable tool for every agents toolbox! Michael J. Maher The Maher Team, LLC - Realty Executives of Kansas City National Best-Selling Author of (7L) The Seven Levels of Communication: Go from Relationships to Referrals "Jonathans hard work and great follow-up systems have placed him in the top echelon of realtors. His straight forward advice is laced with hilarious stories. A 'must read' for rookie agents and also for experienced agents needing to jump start their sales."

Never Say Die

Never Say Die
A Kentucky Colt, the Epsom Derby, and the Rise of the Modern Thoroughbred Industry

by James C. Nicholson

  • Publisher : University Press of Kentucky
  • Release : 2013-05-04
  • Pages : 228
  • ISBN : 0813142008
  • Language : En, Es, Fr & De
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A history of the American horse that won Britain’s greatest race and changed the Thoroughbred racing world. A quarter of a million people braved miserable conditions at Epsom Downs on June 2, 1954, to see the 175th running of the prestigious Derby Stakes. Queen Elizabeth II and Sir Winston Churchill were in attendance, along with thousands of Britons who were all convinced of the unfailing superiority of English bloodstock and eager to see a British colt take the victory. They were shocked when a Kentucky-born chestnut named Never Say Die galloped to a two-length triumph at odds of 33–1, winning Britain’s greatest race and beginning an important shift in the world of Thoroughbred racing. Never Say Die traces the history of this extraordinary colt, beginning with his foaling in Lexington, Kentucky, as well as the stories of the influential individuals brought together by the horse and his victory?from the heir to the Singer sewing machine fortune to the Aga Khan. Most fascinating is the tale of Mona Best of Liverpool, England, whose well-placed bet on the long-shot Derby contender allowed her to open the Casbah Coffee Club. There, her son met musicians John Lennon, Paul McCartney, and George Harrison, later joining their band. Featuring a foreword by the original drummer for the Beatles, Pete Best, this remarkable book reveals how an underdog’s surprise victory played a part in the formation of the most successful and influential rock band in history and made the Bluegrass region of Kentucky the center of the international Thoroughbred industry. Praise for Never Say Die “Nicholson has done a very fine job of placing the unique role of Never Say Die in perspective within the specific confines of Thoroughbred racing history, while at the same time explaining how this horse was touched by a vivid array of characters in other social and historical contexts. Who would have imagined that a racehorse would link such diverse institutions as the Singer sewing machine company, the Epsom Derby, and the Beatles?” —Edward L. Bowen, author of The Lucky Thirteen “As a reader, I was left with a clear understanding of how the breeding industry has gone global, and importantly, how it will always follow the money. Racing enthusiasts will enjoy how the author sews together this unusual patchwork of characters into a narrative.” —John Eisenberg, author of The Great Match Race: When North Met South in America’s First Sports Spectacle “[E]nlightening and entertaining. . .Nicholson’s tale of close connections and global links is a yarn worth following.” —Wall Street Journal

Selling 1,000,000+ Per Year in Hvac Home Comfort & Indoor Air Quality

Selling 1,000,000+ Per Year in Hvac Home Comfort & Indoor Air Quality
Or Anything Else You Want to Sell. the Principles Do Not Change Only the Product.

by Michael Youngs

  • Publisher : iUniverse
  • Release : 2005-03
  • Pages : 52
  • ISBN : 0595349609
  • Language : En, Es, Fr & De
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WHAT INDUSTRY PROFESSIONALS SAID ABOUT MICHAEL YOUNGS At HVAC COMFORTECH 2004 "The sun was shining on you today" "You don't get rattled" Sharon Roberts, Roberts & Roberts "You have a sense of humor" "You are charming" "He knows how to sell" "He has a pocket full of sales techniques that work, and he knows how to use them" "This was good" Charlie Greer, HVACPROFITBOOSTERS.COM "You brought it" "I'm on board with you" "That was super" Michael Moore, V.P. International Service Leadership Plus many other positive attributes from Ruth King, HVACChannel.TV, Steve Howard, The ACT Group, Inc. and others...

How Clients Buy

How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services

by Tom McMakin,Doug Fletcher

  • Publisher : John Wiley & Sons
  • Release : 2018-03-13
  • Pages : 272
  • ISBN : 111943470X
  • Language : En, Es, Fr & De
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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. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

The Harry Bogen Novels

The Harry Bogen Novels
I Can Get It for You Wholesale and What's in It for Me?

by Jerome Weidman

  • Publisher : Open Road Media
  • Release : 2018-10-23
  • Pages : 1230
  • ISBN : 150405654X
  • Language : En, Es, Fr & De
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Meet one of the most unscrupulous businessmen in American literature—from a New York Times–bestselling novelist and Pulitzer Prize–winning playwright. Set in Manhattan’s garment district, Jerome Weidman’s debut novel, I Can Get It for You Wholesale, was a scathing satire of capitalist greed as personified by the shameless scoundrel Harry Bogen, who “became an archetypal figure in American literature: the abrasive young man who would do anything to get ahead” (The New York Times). Weidman’s prose was praised by no less than F. Scott Fitzgerald, who called the book “[a] break-through into completely new and fresh literary terrain; a turning point in the American novel,” and Ernest Hemingway, who enthused: “I think [Weidman] can write just a little better than anybody else that’s around.” The book was a sensation and spawned an “equally hard-driving” sequel, What’s in It for Me?, as well as a movie version and a musical starring Elliott Gould as Harry and featuring Barbra Streisand’s Broadway debut (The New York Times). As relevant today as when they were first published in the 1930s, both novels are now available in a single volume, featuring a foreword by Alistair Cooke. I Can Get It for You Wholesale: The stage for this savagely comic novel is Manhattan’s cutthroat garment district, where six thousand manufacturers of dresses are crammed into a few blocks. Their factories are cramped, noisy, and incredibly profitable—and Harry Bogen is going to take them for all they’re worth. A classic conniver, he knows that it’s easier, and a hell of a lot more fun, to turn a buck by lying than by telling the truth. First he convinces the shipping clerks—the pack animals of the garment industry—to go on strike. With the dress manufacturers brought to their knees, Harry will be there to pick them up again. His conscience might be conflicted, if he had one in the first place. “A slick job of writing, as hard-boiled as a twelve-minute egg.” —The New York Times What’s in It for Me?: In this sharp-witted sequel, Harry Bogen is again up to his old tricks. After Harry built his empire and became king of the garment district, he blew it up, leaving his partners in jail and securing the whole of the fortune for himself. It takes only three months for Harry to find that retirement does not suit him. His latest scheme starts with an order for one thousand dresses, bought at cut-rate price from a vendor who can’t afford not to sell. From there, Harry raises the stakes, juggling deals and spinning stories as fast as he possibly can. Will he secure himself fortune everlasting, or will this Napoleon meet his Waterloo?

See It, Shoot It, Sell It!

See It, Shoot It, Sell It!
A Book

by Lawrence Sawyer

  • Publisher : eBookIt.com
  • Release : 2013-02
  • Pages : 157
  • ISBN : 1456602764
  • Language : En, Es, Fr & De
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Author and Stock Photographer Lawrence Sawyer shows you how you can join the ranks of amateur photographers all over the country who are earning extra money taking pictures of scenes they encounter every day, and then selling them via photo agencies. No longer just for professional photographers, stock photography is open to anyone and everyone. Online photo agencies are looking for new images every day from anyone with a decent camera and an eye for good composition. In See It, Shoot It, Sell It! you'll learn: * How to compose a photograph so that it will sell * How to choose a photo agency * What kinds of cameras and lenses to use * The best subjects to photograph * And much, much more!

Show and Tell

Show and Tell
New Yorker Profiles

by John Lahr

  • Publisher : Univ of California Press
  • Release : 2002
  • Pages : 335
  • ISBN : 9780520233775
  • Language : En, Es, Fr & De
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"What a talented, wonderful, and complete writer."--Mel Brooks "By far the best thing about my stuff I've ever read."--Arthur Miller "These are wonderful portraits."--Edna O'Brien "The high-water mark of theatrical reportage. Exhilarating! Smart! Lahr gives as much thunderous pleasure as the great entertainers he writes about."--Richard Avedon "There's never been an American critic like John Lahr. His writing exalts, honors, and dignifies the profession and, more importantly, the art."--Tony Kushner