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Focusing on client relationships, this book emphasizes that clients prioritize factors beyond expertise, such as price and personal connection. To stand out, professionals must clearly communicate their benefits, shift from transactional to partnership dynamics, and identify suitable prospects. Understanding customer motivations and effectively addressing their needs is crucial for differentiation in a competitive market. The book offers a repeatable and scalable methodology to enhance business success with both new and existing clients.
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The Professional's Guide to Business Development, Stephen Newton
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- Année de publication
- 2012
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