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Secrets of selling services : = ever...

Schiffman, Stephan.

Secrets of selling services : = everything you need to sell what your customer can't see from pitch to close /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Secrets of selling services :/ by Stephan Schiffman.
Reminder of title:	everything you need to sell what your customer can't see from pitch to close /
Author:	Schiffman, Stephan.
Published:	New York :McGraw-Hill, : c2013.,
Description:	xiv, 226 p. ;23 cm.;
Notes:	Includes index.
Subject:	Selling. -
ISBN:	9780071791625 (pbk.) :

Secrets of selling services : = everything you need to sell what your customer can't see from pitch to close /
Schiffman, Stephan.

Secrets of selling services :everything you need to sell what your customer can't see from pitch to close /by Stephan Schiffman. - New York :McGraw-Hill,c2013. - xiv, 226 p. ;23 cm.

Includes index.

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.

Teaches you how to build your communication skills, listen to your clients, sell a personal relationship, boost your confidence, create client confidence, deliver quality customer service.--P. [4] of cover.

ISBN: 9780071791625 (pbk.) :NT530Subjects--Topical Terms:

562611
Selling.

LC Class. No.: HF5438.25 / .S3495 2013

Dewey Class. No.: 658.85

Secrets of selling services : = everything you need to sell what your customer can't see from pitch to close /
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020 $a 9780071791625 (pbk.) : $c NT530
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020 $a 9780071791632 (ebk.)
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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 by Stephan Schiffman.
260 # $a New York : $c c2013. $b McGraw-Hill,
300 $a xiv, 226 p. ; $c 23 cm.
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 Teaches you how to build your communication skills, listen to your clients, sell a personal relationship, boost your confidence, create client confidence, deliver quality customer service.--P. [4] of cover.
650 # 0 $a Selling. $3 562611
650 # 0 $a Service industries. $3 560401