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

16CLIENT CHALLENGE: “DO YOU UNDERSTAND WHAT I NEED?”

Sales, I find the longer I’m in it, can be largely about egos.

I admit that I have what I regard as a healthy ego. Some people might say it’s inflated, but I think on balance that I understand and appreciate my strengths and weaknesses. I’m not given to boasting (at least, I don’t think so), but I also know that I’m very, very good at what I do. I resent anyone who challenges that, and I’m always ready to defend my long experience of sales training.

At the same time, I understand that there are moments in sales when you have to take whatever ego you’ve got and put it in your back pocket for a few minutes. Even if you know what’s best for the client, even if you’re absolutely sure that what ...

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