- Cover
- Title Page
- Copyright
- Dedication
- The Problem
- Obstacles
- How Clients Buy
- Chapter 8: The Secret to Selling
- Chapter 9: Element 1: I Am Aware of You
- Chapter 10: Element 2: I Understand What You Do
- Chapter 11: Element 3: I Am Interested
- Chapter 12: Element 4: I Respect Your Work
- Chapter 13: Element 5: I Trust You
- Chapter 14: Element 6: I Am Able
- Chapter 15: Element 7: I Am Ready
- Putting the Seven Elements to Work
- Notes and References
- Acknowledgments
- About the Authors
- Index
- End User License Agreement
How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
Tom McMakin
Doug Fletcher
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