Product Description

Many companies who claim to be selling products are really selling services. What used to be a product-driven economy is now replete with services. But unlike products, you can't touch services, hear or see them. Services are mainly just promises that somebody will do something. They are invisible. So how do you sell, develop and make them grow? This international bestseller, now in paperback, answers that question with insights on how the markets for services work and how customers think and behave towards your offering. When it comes to marketing and selling, the difference between products and services can be enormous. A treasury of bite-sized, practical and intelligent strategies, based upon the author's extensive experience. '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.

Product Details

• Amazon Sales Rank: #165554 in Books
• Published on: 1997-01-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 272 pages

Harvey Mackay
The one book on marketing I'd have if I could have just one. A CLASSIC.

Roger Dow, Vice President, Marriott International
A must-read for anyone in a service business - which is everyone in business.

Customer Reviews

...full of sensible, real-world advice...
As the owner of an e-business consultancy & development agency, I have a technical background as opposed to a sales & marketing one. Therefore, I need books that will help me improve my business skills without having a detrimental effect on my time.

With an amusing, no-nonsense writing style, the author has created a book that is a pleasure to read and is full of sensible, real-world advice.

The best thing about this book, however, is the fact that the advice is given out in a series of small, anecdotal tales, each ending in a succinct statement of the point! This allowed me to read the book in 5-minute bursts, with the points hitting home and being remembered.

I've been integrating many of these ideas into my approach to running and marketing my business, and I'm already experiencing positive results. Highly recommended!

Now there's no excuse
Didn't want to fork out the big dosh on the hardback of this "service" industry masterpiece? Here's the paperback version, but be forewarned: you might as well order a copy for everyone in your office, and your clients, now, before it too sells out.

And don't let that "service" perspective put you off: who's not selling intangibles? You compete--and win--on intangibles. This book (despite its US origins--or perhaps because of them) quickly and easily cuts to the chase in small snippets of insight. Great tube/train/bog reading and a fantastic, invigorating call to action.

If you're in business......
Bought this book on the back of "The Invisible Touch" (the sequel) which I had picked up on a whim in an airport! This is not only possibly THE definitive book on marketing, but essential reading for anyone in business! Not the same old spin and tired ideas, this book makes you stop and think how you can apply things to your own situation. Written in short chunks and simple language there's pretty much something for everyone here.