Cross-Selling Success : A Rainmaker's Guide to Professional Account Development

Cross-Selling Success : A Rainmaker's Guide to Professional Account Development

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  • 製本 Paperback:紙装版/ペーパーバック版
  • 言語 ENG,ENG
  • 商品コード 9781580627054
  • DDC分類 658.85

Full Description


Written especially for the professions, including accountants, architects, bankers, executive recruiters, lawyers and many more. In today's competitive workplace, companies are extending their services to keep clients happy - and attract new ones. By using the original service as a flagship to sell others services, customer loyalty is strengthened and the bottom line improved.

Table of Contents

Acknowledgments                                    vii
Introduction: Why Cross Sell xi
Part I: The BEST Selling Model for 1 (116)
Cross-Selling Success
What Is Cross Selling? 3 (12)
How Rainmakers Do It: An Overview of the BEST 15 (8)
Selling Model
Portal Projects: Getting in the Door 23 (18)
Buyers: The People We Need to Know 41 (14)
Events: How You Drive the Process 55 (18)
Signals: How We Know a Client May Need More 73 (16)
Services
Techniques: Tools for Making It Happen 89 (20)
Summary: Bringing the Parts Together 109(8)
Part II: BEST Selling Within the Context of the 117(102)
Firm
Allocating Resources to Accounts 119(14)
Professionals and Salespeople: Mix Well 133(12)
Before Serving (With John Mirro)
Rules of Engagement 145(12)
Overcoming Functional Thinking: Cross Selling 157(22)
and Communication (With Dallas Kersey)
Rewarding Cross Selling (With Alan Johnson) 179(12)
Cross-Selling Failure 191(14)
Ethics and Cross Selling 205(12)
Conclusion 217(2)
Notes 219(6)
Index 225