CONTENTS
CHAPTER 1BUSINESS RELATIONSHIPS ARE A PROCESS, NOT AN EVENT
HOW TO CREATE LONG-TERM CLIENTS AND CUSTOMERS
The Characteristics of a Relationship Business
Initial Language and Behaviors to Stimulate Leverage
The Criteria for High-Potential, Long-Term Clients
The 10 Critical Dos and Don’ts
I WILL STILL LOVE YOU IN THE MORNING
Creating a Million Dollar Consulting® Accelerant Curve
Adjusting to the Styles of Buyers
Why and When Perceptions of Value Follow Higher Fees
The Client Potential Bell Curve
Allowing the Buyer to Buy (More and More)
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