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Acknowledgments ix
Introduction xi
1 Selling What You Can't See 1
2 Client Challenge: "What Can You Do for Me, Anyway?" 7
3 Sell on the End Result 15
4 Client Challenge: "I Don't Need That!" 23
5 The Benefits of Intangibles 31
6 "But Can't I Do That Myself?" 37
7 Services in the Age of the Internet 45
8 "How Do You Know What I Want?" 51
9 Confirming Your Credentials 59
10 Client Challenge: "When Will I Start to See a Difference?" 65
11 The Basics of Good Communication 73
12 Client Challenge: "I Don't Understand What You're Saying" 79
13 Styles of Communicating 87
14 Client Challenge: "We're Talking Past Each Other" 93
15 The Importance of Good Listening 101
16 Client Challenge: "Do You Understand What I Need?" 109
17 Selling A Personal Relationship 117
18 Client Challenge: "How Do I Know You'll be there for Us?" 125
19 Building Confidence 133
20 Client Challenge: "Why Should I Trust You?" 141
21 Your Responsibility to Your Client 149
22 Client Challenge: "Someone Else Can Do It Better!" 157
23 Building Your Brand 165
24 Client Challenge: "We're Giving Up Too Much Control" 171
25 Creating Client Confidence 179
26 Client Challenge: "What's This Going to Cost Me?" 187
27 Negotiating the Agreement 193
28 Client Challenge: "What Guarantees Can You Give Me?" 201
29 The Importance of Customer Service 209
30 Conclusion 217
Index 221
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Add Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See--from Pitch to Close, 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, Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See--from Pitch to Close to the inventory that you are selling on WonderClubX
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Add Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See--from Pitch to Close, 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, Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See--from Pitch to Close to your collection on WonderClub |