Status
Available
Call number
Publication
Business Plus (1997), Hardcover, 272 pages
Description
Selling the invisible is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. Selling the invisible covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness may get you nowhere -- Focus groups don'ts -- The more you say, the less people hear -- Seeing the forest around the falling trees.
User reviews
LibraryThing member wjskabelund
One of the best marketing books I have ever read. It really opened my eyes to marketing. A must read. I thoroughly enjoyed its brief chapters that allow for quick reading.
LibraryThing member GaneshSrinivasan
I have read this book, a very good book and I keep a copy for reference
Suggests very practical things for selling services
Suggests very practical things for selling services
LibraryThing member markdeo
Very good book on communication and relationships. Well written and flows very well. Provides sound principles for marketing. Great insight on how to read customers and have a better understanding of what they are thinking. Great book for anybody in the service industry. I recommend
LibraryThing member GShuk
Short book packed with ideas on how to sell services. Many of them generic, however there were a few I found very valuable. One that stood out for me was: You are selling a relationship not your expertise. The reason is that most of your prospects cannot evaluate your expertise so it is assumed.
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They can however, tell if the relationship is good. This is the kind of book I will listen to again. Show Less
Subjects
Language
Pages
xx; 252
Original publication date
1997-03
ISBN
0446520942 / 9780446520942