Cross-Selling Success: A Rainmaker's Guide to Professional Account Development

by Ford Harding

Cites strategies for extending services and attracting new clients by using an original service as a flagship to sell others, offering strategies in the areas of working with accounts in different divisions or locations, handling multiple services, and cross-selling. Original.

230 pages, Paperback

First published August 1, 2002

Reviews

[Laura McHarrie · Rating 5 out of 5]

I love this book, it is probably the most often recommended business book in my library. The two key learning points are 1. Finding your portal project and 2. Identifying your BEST selling techniques. Best stands for Buyers, Events, Symbols and Techniques.

I have 2 other of Harding's books both of which are also very informative but this one (in my humble opinion) is the best ... no pun intended.

I have two Vlog summaries and exercises covering these two points: https://thehiddenedge.co.uk/portfolio...
https://thehiddenedge.co.uk/portfolio...