(Lesson 15) Understanding How Clients Really Buy
At some point in your career, you’ve probably wondered, “Are people buying me, or are they buying my firm? And which one should they buy?” That’s true whether you’re a consultant, a lawyer, an accountant, or anyone in sales. The answer is “a little bit of both,” and it’s critical to get right just what part is you and what part is your firm. Learn more about the two-step buying process that most clients follow (whether they realize it or not), and learn how you can avoid the critical mistake that most people who are selling to them make.
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