Selling Services

The ABC of Professional Selling

Clifton Warren

• Publisher: Routledge
• Year: 2023
• ISBN:
  9781000955774
• Edition: 1
• Topic: Business
• Subtopic: Sales
• Index: Business

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.

Table of contents

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