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

Format:

Book

Author/Creator:

Schiffman, Stephan, author.

Language:

English

Subjects (All):

Selling.

Physical Description:

1 online resource (1 v.)

Edition:

1st edition

Place of Publication:

New York : McGraw-Hill, [2013]

Language Note:

English

System Details:

text file

Summary:

From America’s #1 sales trainer--the ultimate closer's guide for selling services Stephan Schiffman--the acclaimed author of The 25 Habits of Highly Successful Salespeople and other top-selling sales books--applies his proven strategies to help you get the edge in one of the most challenging but potentially rewarding categories in the sales game. In Secrets of Selling Services , Schiffman teaches you how to: Build your communication skills Listen to your clients Sell a personal relationship Boost your confi dence Create client confi dence Deliver quality customer service Schiffman 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 see or touch. Whether the product is accounting, legal advice, IT services, sales training, or any other service, you'll learn how to sell more of it in the Secrets of Selling Services .

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.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Description based on print version record.

ISBN:

9780071791632

0071791639

OCLC:

837732267