The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life

3.5 avg rating
( 6 ratings by Goodreads )
 
9780793170265: The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life
View all copies of this ISBN edition:
 
 

Corporations, it seems, are always seeking the ""silver bullet"" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants, Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective.

For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including:

* Why top managers must lead the care and feeding of key relationships.

* An inside view of how consultants build long-term, trusted advisor relationships.

* The difference between creating demand and responding to bids-an important difference that sparks enduring relationships.

* Problem-solving techniques that can lead to deeper customer alliances.

* Why it's more important for a salesperson to be interested rather than interesting.

* A diagnostic process to prepare for and execute customer meetings that create value at every touch point.

* Tools and techniques to develop business acumen that provides insight into customer issues and initiatives.

With many practical examples, anecdotes, and coaching tips, The Relationship Advantage is required reading for executives or managers who know they should be driving key relationships but don't know how to do it.

"synopsis" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780793179251: The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life

Featured Edition

ISBN 10:  0793179254 ISBN 13:  9780793179251
Publisher: Dearborn Trade Pub, 2003
Hardcover

Top Search Results from the AbeBooks Marketplace

1.

Stevenson, Tom; Barcus, Sam
Published by Kaplan Business
ISBN 10: 0793170265 ISBN 13: 9780793170265
New Hardcover Quantity Available: 1
Seller:
Your Online Bookstore
(Houston, TX, U.S.A.)
Rating
[?]

Book Description Kaplan Business. Hardcover. Condition: New. 0793170265 Ships promptly from Texas. Seller Inventory # Z0793170265ZN

More information about this seller | Contact this seller

Buy New
US$ 38.46
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

2.

Tom Stevenson, Sam Barcus
Published by Kaplan Publishing (2003)
ISBN 10: 0793170265 ISBN 13: 9780793170265
New Hardcover Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Kaplan Publishing, 2003. Hardcover. Condition: New. Seller Inventory # DADAX0793170265

More information about this seller | Contact this seller

Buy New
US$ 34.48
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

3.

Stevenson, Tom, Barcus, Sam
Published by Kaplan Business (2003)
ISBN 10: 0793170265 ISBN 13: 9780793170265
New Hardcover Quantity Available: 2
Seller:
Save With Sam
(North Miami, FL, U.S.A.)
Rating
[?]

Book Description Kaplan Business, 2003. Hardcover. Condition: New. Brand New!. Seller Inventory # VIB0793170265

More information about this seller | Contact this seller

Buy New
US$ 43.63
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

4.

Stevenson Tom
Published by Dearborn Financial Publishing, Inc.
ISBN 10: 0793170265 ISBN 13: 9780793170265
New Quantity Available: 1
Seller:
Majestic Books
(London, ,, United Kingdom)
Rating
[?]

Book Description Dearborn Financial Publishing, Inc. Condition: New. pp. 272. Seller Inventory # 11422802

More information about this seller | Contact this seller

Buy New
US$ 44.29
Convert currency

Add to Basket

Shipping: US$ 7.23
From United Kingdom to U.S.A.
Destination, rates & speeds

5.

Stevenson, Tom; Barcus, Sam
Published by Kaplan Business
ISBN 10: 0793170265 ISBN 13: 9780793170265
New Hardcover Quantity Available: 1
Seller:
London Bridge Books
(London, United Kingdom)
Rating
[?]

Book Description Kaplan Business. Hardcover. Condition: New. 0793170265 Dispatched from London. Seller Inventory # Z0793170265ZN

More information about this seller | Contact this seller

Buy New
US$ 51.11
Convert currency

Add to Basket

Shipping: US$ 14.45
From United Kingdom to U.S.A.
Destination, rates & speeds