Selling the Invisible: Summary Review

This is a summary review of Selling the Invisible containing key details about the book.

What is Selling the Invisible About?

"Selling the Invisible" is a book that provides strategies and insights for selling intangible products and services.

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Selling the Invisible will open your eyes to new ideas that will enhance the value and profitability of any company in today's service market. The book begins with the core problem of services marketing: service quality. It then suggests how to learn what you must improve, with examples of what works. It then moves on to services marketing fundamentals: defining what business you really are in and what people really are buying; positioning your service; understanding customers and buying behaviour; and communicating your service.

Summary Points & Takeaways from Selling the Invisible

Some key summary points and takeaways from the book include:

* The importance of intangible services: Services that are intangible, such as consulting, are difficult to sell because they are not tangible.

* Understanding the customer: To sell intangible services effectively, it's important to understand the customer's needs and how the service can help meet those needs.

* Building trust: Building trust with the customer is key to selling intangible services. This can be done by demonstrating expertise, being transparent about pricing, and delivering on promises.

* Communication: Effective communication is critical in selling intangible services. This includes listening to the customer, clearly articulating the value of the service, and being able to explain complex concepts in simple terms.

* Marketing intangible services: Marketing intangible services requires a different approach than marketing tangible products. This includes using case studies, testimonials, and other methods to demonstrate the value of the service.

* The role of pricing: Pricing intangible services can be challenging, as there is often no clear comparison to other products or services. It is important to be transparent about pricing, and to consider factors such as the value of the service to the customer and the cost of delivering the service.

* The importance of customer service: Providing excellent customer service is essential in selling intangible services, as it helps build trust and demonstrates the value of the service.

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Who is the author of Selling the Invisible?

Harry Beckwith headed Beckwith Partners, a Minneapolis-based consulting firm. His clients included Progressive, Hewlett-Packard Europe and China Fashion Council and over three dozen national and local law and accounting firms.

Book Details

  • Print length: 252 pages
  • Genre: Business, Nonfiction, Entrepreneurship

What is a good quote from Selling the Invisible?

Top Quote: “Don’t charge by the hour. Charge by the years.” (Meaning) - Selling the Invisible Quotes, Harry Beckwith

What do critics say?

Here's what one of the prominent reviewers had to say about the book: "Selling the Invisible is about marketing but not just about marketing. It addresses the broader definition that includes asking whether the branding, the customer service, and even the product itself are serving up what people want to buy. Presenting short, digestible bites of story and advice, this book makes you want to get up and make a change." — Library Journal

* The editor of this summary review made every effort to maintain information accuracy, including any published quotes, chapters, or takeaways. If you're interested in furthering your personal development, I invite you to check out my list of favorite personal development books page. On this page, you'll find a curated list of books that have personally impacted my life, each with a summary and key lessons.

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Chief Editor

Tal Gur is an author, founder, and impact-driven entrepreneur at heart. After trading his daily grind for a life of his own daring design, he spent a decade pursuing 100 major life goals around the globe. His journey and most recent book, The Art of Fully Living, has led him to found Elevate Society.

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