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CITATION

Schiffman, Stephan. Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See—from Pitch to Close. US: McGraw-Hill Education, 2013.

Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See—from Pitch to Close

Authors: Stephan Schiffman

Published:  2013

ISBN: 9780071791632 0071791639
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  • Contents
  • Acknowledgments
  • Introduction
  • 1 Selling What You Can’t See
  • 2 Client Challenge: “What Can You Do For Me, Anyway?”
  • 3 Sell On The End Result
  • 4 Client Challenge: “I Don’t Need That!”
  • 5 The Benefits of Intangibles
  • 6 “But Can’t I Do that Myself?”
  • 7 Services In the Age of the Internet
  • 8 “How Do You Know What I Want?”
  • 9 Confirming Your Credentials
  • 10 Client Challenge: “When Will I Start to See a Difference?”
  • 11 The Basics of Good Communication
  • 12 Client Challenge: “I Don’t Understand What You’re Saying”
  • 13 Styles of Communicating
  • 14 Client Challenge: “We’re Talking Past Each Other”
  • 15 The Importance of Good Listening
  • 16 Client Challenge: “Do You Understand What I Need?”
  • 17 Selling a Personal Relationship
  • 18 Client Challenge: “How Do I Know You’ll Be there for Us?”
  • 19 Building Confidence
  • 20 Client Challenge: “Why Should I Trust You?”
  • 21 Your Responsibility to Your Client
  • 22 Client Challenge: “Someone Else Can Do It Better!”
  • 23 Building Your Brand
  • 24 Client Challenge: “We’re Giving Up Too Much Control”
  • 25 Creating Client Confidence
  • 26 Client Challenge: “What’s this Going to Cost Me?”
  • 27 Negotiating the Agreement
  • 28 Client Challenge: “What Guarantees Can You Give Me?”
  • 29 The Importance of Customer Service
  • 30 Conclusion
  • Index