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| PDF Title : | Selling the Invisible |
|---|---|
| Total Page : | 149 Pages |
| Author: | Harry Beckwith |
| PDF Size : | 752 KB |
| Language : | English |
| Publisher : | hachettebookgroup.com |
| PDF Link : | Available |
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Selling the Invisible : A Field Guide to Modern Marketing – Book
You can generate significant sales for a service simply by promising miracles. After doing that, you have a new client who can’t wait for the magic you promised. In short, you have the Client from Hell. Even if you do a very good job, you have a disappointed client. Your client wasn’t expecting a very good job; she was expecting a great job. You promised.
This phenomenon is the bane of the collections agency industry and explains why that industry is all churning, a constant business of getting new clients to replace those who are fleeing. The salespeople deliver passionate sales pitches, the clients sign up, the salespeople pocket their commissions, and the client thinks those blankety-blank deadbeats will finally pay
Selling the Invisible : A Field Guide to Modern Marketing PDF
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