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Description - Clients Forever by Doug Carter

Doug Carter's goal is nothing short of revolutionary: He wants to turn standard selling practice on its head. In Clients Forever: How to Have Your Clients Build Your Business For You, Carter shows you why current practices in sales don't work and how you can double or even triple your income by doing things your way. Instead of working fruitless hours to wring sales from reluctant customers, you can - and should - focus your efforts on your favorite clients; building solid, long-term relationships with them. Their repeat business and referrals will help you maximize your income, use your time effectively, minimize frustration, and reward you with the psychic satisfaction that comes from enjoying every minute of your job. In the tradition of Clients for Life and The Trusted Advisor, Clients Forever is based on the concept of relationship marketing: Solid bonds with clients increase the power that sellers have to influence prospects' purchasing behavior. Clients Forever shows you how to forge those bonds and get repeat business and referrals by: Trusting your buyers to make sound decisions. Stop trying to manipulate your clients. Instead, let them control their own informed decisions. Shifting your role from expert consultant to process facilitator. Your clients are the experts. They need you to help get things done. Tossing out the traditional selling techniques - typically developed and thrust upon you by someone else - and cultivating an approach to sales that works for you. Creating authentic relationships with your clients so that you work with them in a new way - as valuable people, not just potential sales. Recent, popular sales book and programs - including The Trusted Advisor, Clients for Life, and Value-Based Selling - reflect a trend toward humanizing the sales process. Clients for Life expands upon this trend, showing how you can be highly successful in sales by applying your personal values to business situations, establishing long-term relationships based on trust and mutual respect. A nationally-recognized speaker, sales trainer and sales coach, Carter packs his book with dozens of examples drawn from his own sales experience with blue-chip clients and dozens of personal assessment and development instruments.

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Book Details

ISBN: 9780071402569
ISBN-10: 007140256X
Format: Paperback
(226mm x 149mm x 15mm)
Pages: 256
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 20-Mar-2003
Country of Publication: United States

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Author Biography - Doug Carter

Doug Carter is the founder and CEO of Carter International Training and Development Company. Since 1988, he has conducted his own training and interactive speaking programs while also developing and delivering custom training programs for organizations around the world. Jenni Green is a commercial writer. Her clients range from solo entrepreneurs to national enterprises.