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Know Thy Client

By: Tom Henricksen
Narrated by: Brian C. Rideout
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Publisher's Summary

The "Holy Grail" in sales is to be viewed by your clients and prospective clients as a collaborative partner rather than just a vendor. While achieving "partner" status requires a thorough understanding of your client’s needs, most sales professionals in the IT and engineering staffing industry make due with only cursory knowledge of their client’s technical requirements. 

In this session, you will learn how you can close more deals and identify new opportunities through a better understanding of various technology platforms as well as the roles typically found in a client’s technical organization.
©2016 Tom Henricksen (P)2018 Tom Henricksen
Sales & Selling
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