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Secrets of selling services : everything you need to sell what your customer can't see from pitch to close /
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...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
©2013.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 003 | OCoLC | ||
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| 020 | |a 9780071791632 |q (electronic bk.) | ||
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| 100 | 1 | |a Schiffman, Stephan. | |
| 245 | 1 | 0 | |a Secrets of selling services : |b everything you need to sell what your customer can't see from pitch to close / |c Stephan Schiffman. |
| 260 | |a New York : |b McGraw-Hill, |c ©2013. | ||
| 300 | |a 1 online resource (1 volume) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 520 | |a 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 see. -- |c Edited summary from book. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Service industries. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Services (Industrie) | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Selling. |2 fast |0 (OCoLC)fst01111969 | |
| 650 | 7 | |a Service industries. |2 fast |0 (OCoLC)fst01113407 | |
| 650 | 7 | |a Commerce. |2 hilcc | |
| 650 | 7 | |a Business & Economics. |2 hilcc | |
| 650 | 7 | |a Marketing & Sales. |2 hilcc | |
| 776 | 0 | 8 | |i Print version: |a Schiffman, Stephan. |t Secrets of selling services. |d New York : McGraw-Hill, ©2013 |z 9780071791625 |w (OCoLC)820107057 |
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