Selling Services
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Selling Services
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Author : Clifton Warren
language : en
Publisher: Taylor & Francis
Release Date : 2023-09-11
Selling Services written by Clifton Warren and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-11 with Business & Economics categories.
More than ever, our economy relies on the service industries – but selling services is far different from selling tangible products. This book demystifies the selling of intangibles and teaches the required skills to grow any professional service business. Leveraging his 30 years’ experience, leading sales expert Clifton Warren offers 26 lessons to help readers navigate the selling of complex and intangible solutions. Each chapter covers an important concept from A (Accountability) to Z (Zigzagging) in a concise and readable format, including a "to-do" action list that makes the book both a workbook and a study guide. By successfully applying the steps discussed in each chapter, professionals will substantially improve their performance and results, and anyone looking to drill down into specific topics will find additional resources to explore. B2B sales professionals in banking, insurance, finance, and other services, and small business owners such as lawyers, architects, and engineers, as well as professionals transitioning into sales roles, will appreciate the thorough and easy-to-follow guidance that this book provides.
The New Rules Of Sales And Service
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Author : David Meerman Scott
language : en
Publisher: John Wiley & Sons
Release Date : 2016-06-14
The New Rules Of Sales And Service written by David Meerman Scott and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-14 with Business & Economics categories.
The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.
Secrets Of Selling Services Everything You Need To Sell What Your Customer Can T See From Pitch To Close
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Author : Stephan Schiffman
language : en
Publisher: McGraw Hill Professional
Release Date : 2012-11-29
Secrets Of Selling Services Everything You Need To Sell What Your Customer Can T See From Pitch To Close written by Stephan Schiffman and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-29 with Business & Economics categories.
"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.
Selling Services
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Author : Patrick Forsyth
language : en
Publisher: John Wiley & Sons
Release Date : 2003-10-31
Selling Services written by Patrick Forsyth and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10-31 with Business & Economics categories.
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Selling Luxury
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Author : Robin Lent
language : en
Publisher: John Wiley & Sons
Release Date : 2009-05-27
Selling Luxury written by Robin Lent and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-27 with Business & Economics categories.
Selling high-end luxury creations requires a different set of skills than does traditional selling. Clients have high expectations for the service they receive and base their purchasing decisions more on emotion and desire than practical need. Whether you are selling diamond bracelets or sports cars, the key to concluding the sale lies in how well you sell rather than what you sell. In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer proven, practical strategies for connecting with customers. Rather than sales associates, the luxury market calls for “Sales Ambassadors” who represent the brand with distinction. Sales Ambassadors understand how to connect with customers by discovering their unique motivational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadors are able to build trust, brand loyalty, and lasting customer relationships. If you want to succeed in the luxury sales universe, Selling Luxury is for you. You’ll pick up the skills and approaches that work everyday in a multitude of situations. You’ll learn how to: Connect emotionally with customers Exceed your customers’ expectations Turn every customer contact into a brand experience Personalize your customer service Learn about customers through observing and discovery Create the desire to purchase Deal positively with customer objections Build a relationship of trust and brand loyalty The universe of luxury is no place for traditional hard-sell tactics. Instead, you have to subtly adapt to your customer in a deeper way. Doing so takes a truly personal touch. Selling Luxury shows you how to develop these skills and make them a key part of your own unique selling style.
Differentiation Selling
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Author : Rene Knecht
language : en
Publisher: Rene Knecht
Release Date : 2012-08
Differentiation Selling written by Rene Knecht and has been published by Rene Knecht this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-08 with Business & Economics categories.
Differentiation Selling teaches sellers to differentiate themselves in the selling process using easy procedures and questioning techniques. Practical examples are used to demonstrate how you can employ process-oriented questions in a sales discussion. Differentiation Selling is a method that first makes it possible to negotiate the STATUS QUO. This is a radical break from traditional ideas on selling.
How Clients Buy
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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2018-03-13
How Clients Buy written by Tom McMakin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-13 with Business & Economics categories.
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Service Selling
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Author : Robert G. Stemper
language : en
Publisher: John Wiley & Sons
Release Date : 1991-09-03
Service Selling written by Robert G. Stemper and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991-09-03 with Business & Economics categories.
A guide to improving sales and profits in consumer financial services that stresses the development of a sales and service culture. The key principles discussed are interaction with customers, cultural support and values, service from the customer's point of view, service selling, characteristics of successful sales organizations, star sales people, perfecting the sales process, dealing with prospective clients, and ongoing interaction with the client.
Consultative Selling For Professional Services
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Author : Richard White
language : en
Publisher: CreateSpace
Release Date : 2014-03-23
Consultative Selling For Professional Services written by Richard White and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-23 with Business & Economics categories.
Learn how to sell without being pushy. This book will enable you to develop the mindset that is key to being effective at sales, without abandoning your integrity or your status as a trusted adviser. You will gain insights and easy to implement strategies that will help you win more profitable clients, increase income from existing clients, and feel comfortable with selling. Many professionals see sales as a dirty word, and yet to achieve higher levels of financial success and career progression in the world of professional services, you need to be able to find profitable work for both yourself and your associates. Richard White, founder of TheAccidentalSalesman.com, brings you the essence of 17 years of research and experience experience that enabled him to build powerful and loyal clients for the IT consulting firm he worked with. Richard has trained and mentored thousands of trusted advisers to be more effective at selling professional services and to enjoy the process! Today he supports the sales growth of clients ranging from small businesses to blue chip organisations.
Luxury Selling
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Author : Francis Srun
language : en
Publisher: Springer
Release Date : 2017-04-07
Luxury Selling written by Francis Srun and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-04-07 with Business & Economics categories.
Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.