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

by Schiffman, Stephan

• ISBN13: 9780071791625
• ISBN10: 0071791620
• Edition: 1st
• Format: Paperback
• Copyright: 2012-11-29
• Publisher: McGraw-Hill Education

Summary

America's #1 sales trainer delivers the ultimate closer's guide for selling services Stephan Schiffman is the acclaimed author of The 25 Habits of Highly Successful Salespeople, and other top-selling sales handbooks. In The Secrets of Selling Services, Schiffman applies his proven strategies to help you get the edge in one of the most challenging but potentially rewarding categories in the sales game. Schiffmann 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, HR training, sales training, or any other service, you'll learn how to sell more of it in The Secrets of Selling Services. Stephan Schiffmanis the founder of DEI Sales, which has trained more than 500,000 professionals in 9,000 companies globally over the past thirty 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 25 Sales Habits of Highly Successful Salespeople, Cold-Calling Techniques, Closing Techniques, and Stephan Schiffman's Telesales.

Author Biography

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.

Table of Contents

Acknowledgments	p. ix
Introduction	p. xi
Selling What You Can't See	p. 1
Client Challenge: "What Can You Do for Me, Anyway?"	p. 7
Sell on the End Result	p. 15
Client Challenge: "I Don't Need That!"	p. 23
The Benefits of Intangibles	p. 31
"But Can't I Do That Myself?"	p. 37
Services in the Age of the Internet	p. 45
"How Do You Know What I Want?"	p. 51
Confirming Your Credentials	p. 59
Client Challenge: "When Will I Start to See a Difference?"	p. 65
The Basics of Good Communication	p. 73
Client Challenge: "I Don't Understand What You're Saying"	p. 79
Styles of Communicating	p. 87
Client Challenge: "We're Talking Past Each Other"	p. 93
The Importance of Good Listening	p. 101
Client Challenge: "Do You Understand What I Need?"	p. 109
Selling A Personal Relationship	p. 117
Client Challenge: "How Do I Know You'll be there for Us?"	p. 125
Building Confidence	p. 133
Client Challenge: "Why Should I Trust You?"	p. 141
Your Responsibility to Your Client	p. 149
Client Challenge: "Someone Else Can Do It Better!"	p. 157
Building Your Brand	p. 165
Client Challenge: "We're Giving Up Too Much Control"	p. 171
Creating Client Confidence	p. 179
Client Challenge: "What's This Going to Cost Me?"	p. 187
Negotiating the Agreement	p. 193
Client Challenge: "What Guarantees Can You Give Me?"	p. 201
The Importance of Customer Service	p. 209
Conclusion	p. 217
Index	p. 221
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