Read Book Clientize: Who Gets In, Stays In, and Why
Product Description
Why Do Clients Only Buy From Certain Firms? (The Answer May Surprise You)
For twenty-five years Joe Murphy has been asking clients what certain firms do to become their preferred partner and how stakeholders decide between competing solutions.
In his book Clientize, client stakeholders explain how they decide and who becomes their preferred partner.What Murphy discovers is a link, a common denominator between all client answers. The common denominator is the professional who represents the firm and what they do to win.
Clients reveal the strategies and tactics of these winning professionals. Clients further reveal the behavioral characteristics that make these winning professionals truly exceptional.Clients explain from their perspective how exceptional professionals build value-based relationships, stay relevant, and create lifelong trusted partnerships.
One world-renown management consultant calls Clientize, "A Landmark Book," because Clientize captures the answers to why clients only do business with certain firms, what clients like and don't like, and how clients decide between competing solutions. The stakeholders representing clients from a wide range of organizations and industries responsible for making complex, strategic decisions explain how they choose between competing firms and solutions, and what exceptional professionals differently from product-type sales people in order win their business. In addition, these decision-makers explain what these professionals do to be more effective and relevant, and how these behaviors and actions create exclusive and preferred long-term partnerships.
The former President of AT&T Global Services says, "This books offers new insights every time you pick it up."
* Clientize explains how to establish trust.
* Clientize explains why old sales models damage the client relationship.
* Clientize helps you identify the key stakeholders.
* Clientize shows you how to build value-based relationships.
For the first time clients reveal how exceptional professionals use effective strategies to win their business, become relevant, and establish lifelong business partnerships.
"Clientize is a roadmap of insights." (President of Virtustream/now Dell).
Product Details
- Sales Rank: #3696249 in Books
- Published on: 2016-01-02
- Original language: English
- Dimensions: 9.00" h x 1.02" w x 6.00" l,
- Binding: Paperback
- 450 pages
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