After the sale selling while serving

1. From the book, Selling the Invisible: A Field Guide to Modern Marketing (New York: Warner Books, 1997), p. 219.

In an interview in Management Consulting News, "Meet the MasterMinds: Harry Beckwith on What Clients Love" (February 4, 2003), Beck-with stressed that, "Consultants must first recognize that they are selling a relationship rather than competence and advice. You must win the person to win the business, and you must keep winning the person to keep the business." Available from http://www.managementconsultingnews.com /newsletter_feb_03.htm.

2. From the book, The Marketing Imagination (New York: Free Press, 1986), p. 105.

3. From the article, "How to Buy/Sell Professional Services," Harvard Business Review (March/April 1966), p. 130.

4. Sun Tzu, James Clavell, trans., The Art of War (New York: Dell, 1983), p. 56.

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