Selling Services
eBook - ePub

Selling Services

The ABC of Professional Selling

  1. 164 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Selling Services

The ABC of Professional Selling

About this book

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.

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Yes, you can access Selling Services by Clifton Warren in PDF and/or ePUB format, as well as other popular books in Business & Business General. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Routledge
Year
2023
eBook ISBN
9781000955774
Edition
1
Topic
Business
Subtopic
Business General
Index
Business

Table of contents

  1. Cover
  2. Half Title
  3. Title Page
  4. Copyright Page
  5. Dedication
  6. Table of Contents
  7. Acknowledgments
  8. Other Works by Clifton Warren
  9. Introduction
  10. Chapter 1 A – Accountability: Breaking through your natural ceiling
  11. Chapter 2 B – Beliefs: Making the first sale to yourself
  12. Chapter 3 C – Client centered: Maximizing your vital few
  13. Chapter 4 D – Discipline: Maximizing your strengths
  14. Chapter 5 E – End results: Knowing what you want
  15. Chapter 6 F – Focus: Finding your doughnut
  16. Chapter 7 G – Goals: Aiming high to hit high targets
  17. Chapter 8 H – Habits: Acquiring the tools for success
  18. Chapter 9 I – Ideas: A versatile clean four-letter word
  19. Chapter 10 J – Jargon: Understanding market buzzwords
  20. Chapter 11 K – Knowledge: Getting smart about selling
  21. Chapter 12 L – Listening: Be all ears
  22. Chapter 13 M – Marketing: Promoting and selling your offering
  23. Chapter 14 N – Niche: Becoming someone special
  24. Chapter 15 O – Observational marketing: Paying attention to your market
  25. Chapter 16 P – Prospecting: Getting meetings with prospective clients
  26. Chapter 17 Q – Questions: The other side of listening
  27. Chapter 18 R – Referrals: Leveraging existing relationships
  28. Chapter 19 S – Service: Your process for turning prospects into clients
  29. Chapter 20 T – Time management: Getting stuff done
  30. Chapter 21 U – Upgrading: Staying sharp
  31. Chapter 22 V – Value selling: How to avoid competing on price
  32. Chapter 23 W – Win-Win: The ethical way to sell
  33. Chapter 24 X – X factor: Developing your personal power
  34. Chapter 25 Y – You: Packaging your X factor
  35. Chapter 26 Z – ZigZag: How to recover from setbacks
  36. Reading material
  37. Index