December 7th 2004
Cross Selling Success. Ford Harding. A rainmakers guide to professional account development
Cross Selling Success. Ford Harding.2002. ISBN 9781580627054. One of the hardest sales in a service business is to sell clients on related or alternative services that are different from what you were originally retained for. I have read many tracts on this subject, but until this book I had not found an author who understood the difficulty and could document successful approaches that still place the client first. This is not an easy read for some reason until you get well into it. However the suggestions and descriptions are real jewels and I am sure all of us can see ourselves in the mirror of reality in this book. It’s a keeper. I found it new from www.bookcloseouts.com.
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