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

Book Description

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.

Table of Contents

  1. Cover Page
  2. Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
  3. Copyright Page
  4. Dedication
  5. Contents
  6. Acknowledgments
  7. Introduction
  8. 1 Selling What You Can’t See
  9. 2 Client Challenge: “What Can You Do For Me, Anyway?”
  10. 3 Sell on the End Result
  11. 4 Client Challenge: “I Don’t Need That!”
  12. 5 The Benefits of Intangibles
  13. 6 “But Can’t I Do That Myself?”
  14. 7 Services in the Age of the Internet
  15. 8 “How Do You Know What I Want?”
  16. 9 Confirming Your Credentials
  17. 10 Client Challenge: “When Will I Start to See a Difference?”
  18. 11 The Basics of Good Communication
  19. 12 Client Challenge: “I Don’t Understand What You’re Saying”
  20. 13 Styles of Communicating
  21. 14 Client Challenge: “We’ Re Talking Past Each Other”
  22. 15 The Importance of Good Listening
  23. 16 Client Challenge: “Do You Understand What I Need?”
  24. 17 Selling A Personal Relationship
  25. 18 Client Challenge: “How Do I Know You’ll Be There for Us?”
  26. 19 Building Confidence
  27. 20 Client Challenge: “Why Should I Trust You?”
  28. 21 Your Responsibility to Your Client
  29. 22 Client Challenge: “Someone Else Can Do It Better!”
  30. 23 Building Your Brand
  31. 24 Client Challenge: “We’re Giving Up Too Much Control”
  32. 25 Creating Client Confidence
  33. 26 Client Challenge: “What’s This Going to Cost Me?”
  34. 27 Negotiating the Agreement
  35. 28 Client Challenge: “What Guarantees Can You Give Me?”
  36. 29 The Importance of Customer Service
  37. 30 Conclusion
  38. Index

Product Information

  • Title: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
  • Author(s): Stephan Schiffman
  • Release date: December 2012
  • Publisher(s): McGraw-Hill
  • ISBN: 9780071791625