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Secrets of Selling Services: Everything You Need to Sell What Your Customer Can't See—from Pitch to Close by Stephan Schiffman

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3SELL ON THE END RESULT

In a purely amateur spirit, I enjoy cooking. I’m a passionate devotee of the various cooking channels to be found on cable television, and I’ll spend hours watching chefs competing against one another or standing behind a counter while an entranced studio audience watches them chop, sauté, mince, and chiffonade. (I threw in a couple of those terms just to prove to you that I know what sauté and chiffonade mean. I’m not above boasting.)

I particularly enjoy baking and watching other people bake. There’s something magical to me about the fact that you can toss eggs, butter, sugar, flour, and baking soda into a bowl, mix it, and pour it into a greased pan. Then, after you put it into an oven (usually heated to 350 degrees), ...

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