From Selling to Serving
The Essence of Client CreationUnknown - 2004
Many people in advisory roles - financial services providers, attorneys, brokers, insurance representatives, even doctors - are at a crossroads. The old model of relating to customers isn't working. Closing is not the way to start a relationship that is significant, sustaining, and reciprocal. From Selling to Serving offers another way. Much of what traditionally passes for sales training involves trying to imitate the success of others. But learning what successful people do is useless without understanding how they do it. By discovering one's own unique value - examining one's talents and skills - salespeople can attract rather than chase clients.
Publisher: Chicago : Dearborn Trade Pub., c2004.
Branch Call Number: 658.812 CASSARA
Characteristics: xxii, 240 pages : illustrations ; 24 cm.