O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

13STYLES OF COMMUNICATING

Recently I was talking to a colleague of mine, someone who’s spent almost as long as I have in the field of sales and sales training. Both of us, in other words, are seasoned professionals with a lot of experience under our belts. As a result, we have a good deal to talk about, and we’re rarely surprised by one another’s anecdotes.

On this occasion, though, I have to say that my friend told me a story that had me shaking my head in wonder.

He’d been working to sign a new client, a firm that makes some of the internal gadgets that are used in the pumps at service stations. The company was small, with about 100 employees, and it had been involved in this business for about 40 years. My colleague was pitching a training ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required