Contents
Introduction 00
Rule 1 Know your Products 00
Rule 2 Never Bad Mouth Competition 00
Rule 3 Understand Revenue and Profit Targets 00
Rule 4 Know Contract Details 00
Rule 5 Take Advantage of Being the New Guy 00
Rule 6 Know Your Clients' Objectives 00
Rule 7 Read the Annual Report 00
Rule 8 Establish Key Performance Indicators 00
Rule 9 Offer a Total Solution 00
Rule 10 Be a Client Advocate 00
Rule 11 Deliver on Your Promise 00
Rule 12 Build Relationships Everywhere 00
Rule 13 Win Over Frosty 00
Rule 14 Be Switzerland 00
Rule 15 Entertaining Clients 00
Rule 16 Work On-Site 00
Rule 17 Coach Class 00
Rule 18 Get Invited to Meetings 00
Rule 19 Practice Presentations 00
Rule 20 Communicate 00
Rule 21 Call with "No News" 00
Rule 22 Answer your phone 00
Rule 23 Give Out Your Phone Number 00
Rule 24 Stick to Your Allotted Time 00
Rule 25 Respect your Client 00
Rule 26 You Can't Win a Fight With a Client" 00
Rule 27 Accept Criticism 00
Rule 28 Speak the Truth 00
Rule 29 Make the Best Out of Bad Situation 00
Rule 30 Never Give Up Your Company 00
Rule 31 Don't Embarrass the Client 00
Rule 32 Respect Confidentiality 00
Rule 33 Learn Who You Can Trust 00
Rule 34 Educate Your Owner 00
Rule 35 Never Say "No" 00
Rule 36 Find Ways to Make Their Lives Easier 00
Rule 37 Make Recommendations 00
Rule 38 Empower Clients with Self Sufficiency 00
Rule 39 Do the Unexpected 00
Rule 40 Don't Be Afraid To Sell 00
Rule 41 Learn from Those Who Are Doing it Well 00
Rule 42 Know Other Key Suppliers 00
Rule 43 Get Sticky 00
Rule 44 Advanced Intelligence 00
Rule 45 Ask For Help When You Need It 00
Rule 46 Roll Up Your Sleeves 00
Rule 47 Showcase Success 00
Rule 48 Keep the internal team updated 00
Rule 49 Go Home When the Job is Done 00
Rule 50 Quiet Confidence 00

Covers almost everything: from knowing your product (rule number 1) to never saying "no" (rule number 24) to doing the unexpected (rule number 32). This guide helps in keeping your clients satisfied and happy.