Use the power of questions to deepen and grow your client
relationships
The right question can shift a conversation from the analytical
to the emotional, from the details to the big picture, and from the
past to the future. The result? Deeper client knowledge, more
intimate relationships, and a clear understanding of how you can
add more value. Power Questions to Build Clients for Life
shows how to use strategic questions to implement nine essential
clients-for-life strategies. You’ll learn:
* How to select the right clients to begin with
* Growth strategies to broaden your relationships
* Techniques for building personal relationships with your
clients
* Powerful questions to help you connect in the C-Suite
* Ten questions you must ask your clients every year in order to
assess your relationship health
Power Questions to Build Clients for Life gives you both
the strategies and the key questions to develop trusted
partnerships with your most important clients.
表中的内容
Chapter 1 You Can Build Big Relationships with Little Questions 1
Chapter 2 The Secret to Building Clients for Life 3
Chapter 3 Strategy One: Pick the Right Clients 5
Chapter 4 Strategy Two: Invest to Grow 9
Chapter 5 Strategy Three: Get to Know Your Clients as People 15
Chapter 6 Strategy Four: Build Relationships at the Top 17
Chapter 7 Strategy Five: Engage in Client Account Planning 21
Chapter 8 Strategy Six: Use a Crisis to Deepen Your Relationship 23
Chapter 9 Strategy Seven: Add More Value 27
Chapter 10 Strategy Eight: Multiply Your Relationships 31
Chapter 11 Strategy Nine: Assess Your Relationship Health 35
Chapter 12 Four Questions for You 39
Excerpt from Power Questions
About the Author 41
关于作者
Andrew Sobel (Santa Fe, NM and New York, NY; www.andrewsobel.com) is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. His books include the bestselling Power Questions (Wiley, with Jerold Panas), as well as the award-winning All for One (Wiley) and the bestselling Clients for Life. He has been featured in the Harvard Business Review, the New York Times, and USA Today. Andrew helps companies and individuals build their clients for life. Visit www.Andrew Sobel.com.
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