INDEX
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
A
Accounting/bookkeeping services:
accountability, 173–178
comfort with giving up control, 173–178
defining intangibles, 33
effective sales call, 17
ego issues, 110–114
selling services generally, 3, 5
when benefits can be expected, 61, 65, 69–72
Active listening:
as an art, 107
benefits of, 105–107
goals accomplished by, 102–104
importance of, 97–99
principles, 103–104
Adamson, Joe, 74
Adapting to client needs, 26–29
Added value, Internet, 48
Aggressive communication, ...
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