101 marketing strategies for accounting, law, consulting, and professional services firms [electronic resource] by Waugh, Troy instant download

101 marketing strategies for accounting, law, consulting, and professional services firms [electronic resource] by Waugh, Troy instant download

Includes bibliographical references (pages 259-260) and index, Print version record, 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms; About the Author; Our Team; The Rainmaker Academy; Contents; Preface; Chapter One -- Introduction; Chapter Two -- Prospecting; Chapter Three -- Qualifying; Chapter Four -- Gaining Access to Decision Makers; Chapter Five -- Identifying Decision Influencers; Chapter Six -- Discovering Problems; Chapter Seven -- Developing Needs; Chapter Eight -- The \"R\" Word; Chapter Nine -- Building Like and Trust; Chapter Ten -- Demonstrating Capabilities; Chapter Eleven -- Handling Objections; Chapter Twelve -- Persuading Decision Influencers, \"Troy Waugh--'the rainmakers' rainmaker'--has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results.\"--Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP. Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm busi