Ford Harding

Author of Rain Making: The Professional's Guide to Attracting New Clients

5 Works 218 Members 1 Review

About the Author

Ford Harding is a sales professional with twenty-four years of cross-selling experience.

Works by Ford Harding

Popular Recent

Rain Making: The Professional's Guide to Attracting New Clients (1994) 170 copies, 1 review

Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients (1998) 42 copies

Cross-Selling Success: A Rainmaker's Guide to Professional Account Development (2002) 4 copies

Deszcz zamówień : jak przyciągać klientów bez względu na branżę : strategie sprzedaży, networking, budowanie publicity, telemarketing, sprzedaż zespołowa (2009) 1 copy

Venta Cruzada: Manual De Cross-Selling (2004) 1 copy

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Common Knowledge

Gender: male
Short biography: Ford Harding is the president of Harding & Company, which trains professionals to win new clients. For thirty years, he has worked with corporations ranging from Aetna to Xerox. His articles have appeared in Harvard Business Review, The Wall Street Journal, and elsewhere. He lives in Maplewood, NJ.

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Reviews

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1 review

GEPPSTER53 74 reviews

Rain Making: The Professional's Guide to Attracting New Clients by Ford Harding

The opposite of a salesman, I guess we all can do it according to this guy1. “Open up” – The prospect should do the talking, not you.2. “Trust you” – Prospects will never share important or confi dential information ifthey don’t trust you.3. “Be clear” – Prospects should explain their problems and how you can help.4. “Set a goal” – Reveal their primary objectives.

Jul 16, 2009