{"title":"Tom McMakin","description":"\u003cp\u003eExplore the insightful world of business strategy with the esteemed author, Tom McMakin. Delve into his expertly crafted collection that includes pivotal works like \u003cem\u003eHow Clients Buy\u003c\/em\u003e and \u003cem\u003eNever Say Sell\u003c\/em\u003e. As a distinguished figure in the realm of Business \u0026amp; Entrepreneurship, McMakin offers invaluable perspectives on client relationships and sales dynamics.\u003c\/p\u003e\n\n\u003cp\u003eTom McMakin's writing provides a clear and actionable approach to understanding the nuances of client acquisition and retention. His books are perfect for anyone looking to deepen their knowledge of business interactions and enhance their sales strategies. Whether you're a seasoned entrepreneur or a newcomer to the industry, McMakin’s works are designed to educate, inspire, and empower readers to achieve professional success.\u003c\/p\u003e\n\n\u003cp\u003eEmbark on a journey of business excellence and discover the profound insights of Tom McMakin's collection today!\u003c\/p\u003e","products":[{"product_id":"how-clients-buy-by-doug-fletcher-9781119434702","title":"How Clients Buy","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cb\u003eThe real-world guide to selling your services and bringing in business\u003c\/b\u003e\n\n\u003cp\u003e\u003ci\u003eHow Clients Buy\u003c\/i\u003e is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling.\u003c\/p\u003e\n\n\u003cp\u003eThis book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients.\u003c\/p\u003e\n\n\u003cp\u003eBusiness development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.\u003c\/p\u003e\n\n\u003cul\u003e\n  \u003cli\u003eGet the word out and make productive connections\u003c\/li\u003e\n  \u003cli\u003eDrop the fear of self-promotion and advertise your accomplishments\u003c\/li\u003e\n  \u003cli\u003eEarn potential clients' trust to build a lasting relationship\u003c\/li\u003e\n  \u003cli\u003eScrap the sales pitch in favour of honesty, positivity, and value\u003c\/li\u003e\n\u003c\/ul\u003e\n\n\u003cp\u003eWorking in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often undervalued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. \u003ci\u003eHow Clients Buy\u003c\/i\u003e shows you how to level up and start winning the client list of your dreams.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Unknown","offers":[{"title":"Default Title","offer_id":46854589481196,"sku":"9781119434702","price":58.99,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/9781119434702.jpg?v=1759248091"},{"product_id":"never-say-sell-by-jacob-parks-9781119683780","title":"Never Say Sell","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003e\u003cb\u003eLearn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more.\u003c\/b\u003e\u003c\/p\u003e\n\n\u003cp\u003e\u003ci\u003eNever Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships\u003c\/i\u003e explains how to scale individual engagements into long-term business relationships. Co-written by Tom McMakin, the co-author of \u003ci\u003eHow Clients Buy\u003c\/i\u003e and an expert in account development, along with colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships.\u003c\/p\u003e\n\n\u003cp\u003e\u003ci\u003eNever Say Sell\u003c\/i\u003e is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.\u003c\/p\u003e\n\n\u003cp\u003eDoing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross-sell, and drive recurring revenue from existing engagements.\u003c\/p\u003e\n\n\u003cp\u003e\u003ci\u003eNever Say Sell\u003c\/i\u003e will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Unknown","offers":[{"title":"Default Title","offer_id":46998539337964,"sku":"9781119683780","price":60.99,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/d40d1867023749dee46932d0975b9169.jpg?v=1773005161"}],"url":"https:\/\/bookhero.pro\/collections\/tom-mcmakin.oembed","provider":"Book Hero","version":"1.0","type":"link"}