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Secrets of selling services : everything you need to sell what your customer can't see from pitch to close / Stephan Schiffman.

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Whether the product is accounting; legal advice; IT services; sales training; or any other service; this guide arms you with winning ways to price; position; and present business services as products that solve problems--thereby overcoming buyer resistance to committing to products that they cannot...

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Bibliographic Details
Online Access: Full Text (via O'Reilly/Safari)
Main Author: Schiffman, Stephan
Format: eBook
Language:English
Published: New York : McGraw-Hill, ©2013.
Subjects:
Selling.
Service industries.
Selling
Service industries
Table of Contents:
  • Selling what you can't see
  • Client challenge : "What can you do for me, anyway?"
  • Sell on the end result
  • Client challenge : "I don't need that!"
  • The benefits of intangibles
  • "But can't I do that myself?"
  • Services in the age of the internet
  • "How do you know what I want?"
  • Confirming your credentials
  • Client challenge : "When will I start to see a difference?"
  • The basics of good communication
  • Client challenge : "I don't understand what you're saying"
  • Styles of communicating
  • Client challenge : "We're talking past each other"
  • The importance of good listening
  • Client challenge : "Do you understand what I need?"
  • Selling a personal relationship
  • Client challenge : "How do I know you'll be there for us?"
  • Building confidence
  • Client challenge : "Why should I trust you?"
  • Your responsibility to your client
  • Client challenge : "Someone else can do it better!"
  • Building your brand
  • Client challenge : "We're giving up too much control"
  • Creating client confidence
  • Client challenge : "What's this going to cost me?"
  • Negotiating the agreement
  • Client challenge : "What guarantees can you give me?"
  • The importance of customer service
  • Conclusion.

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