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Home  /  Client Selection Articles

Client Selection Articles

Why Client Focus Can't be About Profits
By Charles H. Green

When the Price Isn't Right: How to Respond to Bargain Buyers
By Vickie Sullivan, Contributing Editor

How to Choose Which Services to Upsell and Cross-Sell
By Marcie Callan

Possible Client Or Waste Of Time? How To Profile Prospects When They Contact You
By Don Linder

8 Reasons You Want The Government As A Client
By Dave Alexander

2-Inch Thick Proposals And Other Myths About Government Work
By Dave Alexander

How To Screen For Dead-End Prospects
By Vickie Sullivan, Contributing Editor

The Impossible Sale: Why Some Buyers Will Never Buy
By Alan Weiss, Contributing Editor

Guiding Prospects Through The Decision To Buy
By Jeff Thull

Dodging Bullets: How To Avoid Bad Clients
By Vickie Sullivan, Contributing Editor

Using The Disqualification Model To Protect Yourself From Non-Buyers
By Tom 'Bald Dog' Varjan

Client Selection: Choose More Money Or The Pursuit Of Happiness?
By C.J. Hayden, Contributing Editor

Buyer Spotting: How To Recognize Decision-Makers In Person
By Alan Weiss, Contributing Editor

Saying 'No' To Unethical Clients
By Jim Grigsby

When To Say I'm Not Going To Do That
By Alan Weiss, Contributing Editor

An Insider's Guide To Selling To Government (Part Two)
By Cal Harrison

An Insider's Guide To Selling To Government (Part One)
By Cal Harrison

Clients You Don't Want: Identifying The "PITA" Prospect
By Jonathan Kranz

Client Relationship Management:
Good Clients Gone Bad Approaches For When Clients Drain Profits
By Joan Capelin

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