Most helpful positive review
6 of 6 people found the following review helpful
Guaranteed Techniques that Get the Sale
on October 22, 2006
Like the other books from this series, "How to Acquire Clients" is very hands on, and is presented in Alan Weiss' inimitable, tell-it-like-it-is style.
It begins with the proposition that successful selling occurs at the intersection of need, competency and passion - all of which, fortunately can be controlled by the consultant. Contrarian as ever, Weiss makes the case for generalising as a way to broaden your appeal, while customising your approach for high potential prospects.
In the second chapter, you are told to focus on the economic buyer (the fellow who has the budget and dicretion to spend on your services). You are taught to identify, meet and interact with the economic buyer as a peer. You also learn indirect methods of getting to the economic buyer where direct means fail.
Further you learn to match your approach to the predisposition of the buyer, follow a plan for controlling your meeting by setting objctives for each meeting, providing value early, listening 75% of the time and ending with an action plan suggested by you. You also learn to rebut obections which generally fall into no trust, no need, no hurry and no money (though they may be disguised as other issues).
Ever realistic, Weiss also teaches you how to "steal" clients from other consultants by plucking low-hanging fruits, positioning yourself through high vsibility, providing a bold contrarian solution to issues etc. You also learn to ensure repreat business and how to be selective (avoiding clients you do not want and getting those you do).
Overall, the book provides top value for money.