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Title: How to Acquire Clients: Powerful Techniques for the Successful Practitioner by Alan Weiss ISBN: 0-7879-5514-0 Publisher: Jossey-Bass/Pfeiffer Pub. Date: 15 March, 2002 Format: Hardcover Volumes: 1 List Price(USD): $42.00 |
Average Customer Rating: 4.25 (4 reviews)
Rating: 5
Summary: Can Help You Acquire Clients Tomorrow
Comment: It has always seemed to me that when quite a few 5-star reviews are accompanied by a couple of one and two-star reviews, something is worth reading. I found this book to be exceptional in that it: addresses finding new targets of opportunity; discusses a variety of ways to get to the buyer; examines behavioral predispositions; provides sample objections and rebuttals; teaches how to deal with committees; and a great deal more. The 5-star reviews are based on this kind of pragmatic detail and the one-stars on clear resentment of Dr. Weiss's success, apparently. In any case, if you're trying to sell professional services, buy this book. The sections on how to provide value early in the sales process and a dozen new sources of business are worth it alone.
Rating: 2
Summary: Buy "Million Dollar Consulting" Instead...
Comment: There is little to nothing new here that hasn't already been covered within Alan's incredible "Million Dollar Consulting." Based upon my very positive experience with "Million Dollar Consulting," I made a significant investment to purchase most of the titles within the "Ultimate Consulting" series of books. Unfortunately, with rare exception, each of these books is little more than an expanded excerpt from "Million Dollar Consulting." My advice? Buy, borrow, beg or steal a copy of Alan's incredible "Million Dollar Consulting." If you already own it, save the money that you would have otherwise spent on this or other books within the "Ultimate Consulting" series to invest elsewhere in your practice. Good luck.
Rating: 5
Summary: Highly Recommended!
Comment: When it comes to the consulting business, Alan Weiss has been there, done that and probably consulted for the T-shirt company that sold you the T-shirt. So what does a consultant do when he's mastered the consulting business? Why, he becomes a consultant to consultants of course. Weiss has perfected his craft. His book takes you into the buyer's office, a rarified atmosphere where being too anxious to please can cost you business fast. Weiss has an instinctive understanding of the relationship between prospect and consultant, and an uncanny ability to communicate it. He makes you feel empowered to strike out and start your own seven-figure consultancy - except you'd be competing against the likes of Alan Weiss. We from getAbstract strongly recommend his book to both veteran consultants and neophytes.
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Title: Value-Based Fees : How to Chargeand GetWhat You're Worth by Alan Weiss ISBN: 0787955116 Publisher: Jossey-Bass/Pfeiffer Pub. Date: 02 January, 2002 List Price(USD): $42.00 |
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Title: How to Establish a Unique Brand in the Consulting Profession: Powerful Techniques for the Successful Practitioner by Alan Weiss ISBN: 0787955132 Publisher: Jossey-Bass/Pfeiffer Pub. Date: 15 November, 2001 List Price(USD): $42.00 |
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Title: Million Dollar Consulting: The Professional's Guide to Growing a Practice by Alan Weiss ISBN: 007138703X Publisher: McGraw-Hill Trade Pub. Date: 05 August, 2002 List Price(USD): $15.95 |
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Title: The Ultimate Consultant: Powerful Techniques for the Successful Practitioner by Alan Weiss ISBN: 0787955086 Publisher: Jossey-Bass/Pfeiffer Pub. Date: 03 August, 2001 List Price(USD): $29.95 |
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Title: Getting Started in Consulting by Alan Weiss ISBN: 0471384550 Publisher: John Wiley & Sons Pub. Date: 15 January, 2000 List Price(USD): $19.95 |
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