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

  • 3h 16m
  • Stephan Schiffman
  • McGraw-Hill
  • 2013

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 confidence
  • Create client confidence
  • 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.

About the Author

Stephan Schiffman is the founder of DEI Sales, which has trained more than 500,000 professionals in 9,000 companies globally over the past 30 years. He is the author of dozens of books that have sold more than one million copies, including The 25 Toughest Sales Objections--and How to Overcome Them, The Power of Positive Selling, Cold-Calling Techniques, Closing Techniques, and Stephan Schiffman's Telesales.

In this Book

  • 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