Selling Services: The ABC of Professional Selling [Hardcover]

More than ever, our economy relies on the service industries  but selling services is far different to selling tangible products.

1 A  Accountability: breaking through your natural ceiling  2 B  Beliefs: making the first sale to yourself 3 C  Client centered: maximizing your vital few 4 D  Discipline: maximizing your strengths 5 E  End results: knowing what you want 6 F  Focus: finding your doughnut 7 G  Goals: aiming high to hit high targets  8 H  Habits: acquiring the tools for success  9 I  Ideas: a versatile clean four-letter word  10 J  Jargon: understanding market buzzwords  11 K  Knowledge: getting smart about selling  12 L  Listening: be all ears 13 M  Marketing: promoting and selling your offering  14 N  Niche: becoming someone special  15 O  Observational marketing: paying attention to your market  16 P  Prospecting: getting meetings with prospective clients  17 Q  Questions: the other side of listening  18 R  Referrals: leveraging existing relationships  19 S  Service: your process for turning prospects into clients  20 T  Time management: getting stuff done  21 U  Upgrading: staying sharp  22 V  Value selling: how to avoid competing on price  23 W  Win-Win: the ethical way to sell  24 X  X factor: developing your personal power  25 Y  You: packaging your X factor  26 Z  ZigZag: how to recover from setbacks

Clifton Warren is the principal of Clifton Warren Consulting. His firm trains professionals to market, sell, and win new clients across Australia, New Zealand, and the United States. He is the author of three books: Financial Services Sales Handbook, Cross-Selling Financial Services, and Rain Maker Pro. His monthly newsletlÓ#