Selling The Intangible

Selling The Intangible
Author: Meera Kothand
Publisher:
Total Pages: 164
Release: 2021-03-03
Genre:
ISBN:

Does any of this sound familiar to you? You've put your heart and soul into creating a product only to have it completely bomb. Or maybe you've seen that happen to your friends or peers in the online space, and you're dead scared that's going to be you because you have no clue what you're doing. You're grateful to be able to serve clients one-on-one, but you're exhausted! The idea of creating a digital product to add passive income to your revenue streams sounds oh-so-good! Maybe you have an idea for a digital product but getting it out there seems like this enormously daunting task with a gazillion steps, and you don't want to shell out thousands for anther course or coach. Or perhaps you're void of ideas, but you're just itching to try digital products. Nodding yes? Digital products are an overwhelming, exhausting affair especially when you don't know what to focus on. No matter what type of digital product you're creating (and yes there are a few!), there are some core components you need to focus on if you want to create successful digital products and have them as a staple in your business model. This isn't just about knowing what tools to use or what platform to sell your product on (you should never start there!) You need a coherent, holistic strategy to be successful at it in the long run. Selling the Intangible will introduce you to these core components in the form of bite-sized strategies and pro tips so that you have a plan for success before you even start. Think of it as your digital product road map. Here's what's packed into this how-to guide: How to create perpetual customer journeys so that your audience keep coming back to buy more How to know which digital products to create and when so you're NEVER backtracking The truth about winning offers and the secret hack to ensure your product sells Answers to the following questions: - How soon is too soon to add a product? - Should you sell on an external marketplace like Amazon, Udemy, or Coursera vs. on your own site? - Do you need webinars for all your funnels? AND MORE. Imagine knowing the exact steps you need to take to get your product created, launched, and selling successfully... Imagine cultivating an audience who are clamoring to get their hands on "your next thing"... Imagine never having to chase the next sale... If you're thinking about creating a digital product or you've felt burned-out and overwhelmed from creating digital products before, this book will be right up your alley. Intrigued yet? Then scroll to the top and click or tap "Buy Now."

Selling the Invisible

Selling the Invisible
Author: Harry Beckwith
Publisher: Business Plus
Total Pages: 138
Release: 2000-10-15
Genre: Business & Economics
ISBN: 0759521522

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

Strategic Management and Online Selling

Strategic Management and Online Selling
Author: Susanne Royer
Publisher: Routledge
Total Pages: 258
Release: 2013-04-15
Genre: Business & Economics
ISBN: 1134270445

Focusing on Business to Customer (B2C) internet business, and on firms that offer intangible products and/or services that can be directly consumed via the world wide web, Strategic Management and Online Selling also covers immaterial products and online news information or home banking. Considering how firms with similar specific characteristics are able to realize competitive advantages, this topical book discusses an area of particular contemporary importance and increasing academic study.

The New Art of Selling Intangibles

The New Art of Selling Intangibles
Author: LeRoy Gross
Publisher: Marketplace Books
Total Pages: 308
Release: 2003-12
Genre: Business & Economics
ISBN: 9781592800681

'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike."-- Keith Clark, DWC ConsultantsFinancial professionals often cringe at the thought of being in the business of 'selling." But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself! Your 'product" is elusive - or intangible - making the challenges you face 'selling" even more complex.Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.Learn to master every method needed to perfect your 'selling" skills - even if selling does not come naturally to you. You'll find.- 4 ways to get past 'No"- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls" and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art" to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.

Agile Selling

Agile Selling
Author: Jill Konrath
Publisher: Penguin
Total Pages: 274
Release: 2015-07-07
Genre: Business & Economics
ISBN: 1591847915

Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.

Intangible Assets and Value Creation

Intangible Assets and Value Creation
Author: Juergen H. Daum
Publisher: John Wiley & Sons
Total Pages: 444
Release: 2003-07-11
Genre: Business & Economics
ISBN: 0470859237

With the use of practical in-depth case studies and interviews with leading experts in the field, this book analyses the key elements in value creation in the new age. It provides practical guidance to organisations that will allow them to migrate successfully into an economy that demands new business models.

Insight Selling

Insight Selling
Author: Mike Schultz
Publisher: John Wiley & Sons
Total Pages: 263
Release: 2014-04-30
Genre: Business & Economics
ISBN: 1118875060

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Solution Selling: Creating Buyers in Difficult Selling Markets

Solution Selling: Creating Buyers in Difficult Selling Markets
Author: Michael T. Bosworth
Publisher: McGraw-Hill Companies
Total Pages: 278
Release: 1995
Genre: Business & Economics
ISBN:

In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

Invisible Advantage

Invisible Advantage
Author: Jonathan Low
Publisher: Basic Books
Total Pages: 272
Release: 2002-05-15
Genre: Business & Economics
ISBN: 9780738205397

IBM spends 3.5 billion dollars to acquire Lotus Development Corporation--and, more important, its chief programmer. French luxury-brands manufacturer LVMH invests in building its own retail shops to reinforce and control their image. Meanwhile, the Institute for Chartered Accountants in England and Wales issues a report that challenges the effectiveness of traditional corporate financial statements. In Invisible Advantage, Jonathan Low and Pam Kalafut explore the profound degree to which "intangible assets" are defining corporate value and driving decision making in all areas. The authors estimate that fully one-third of an organization's value is derived from elements that can't be seen, such as quality of leadership, strategy execution, reputation, and innovative culture. Invisible Advantage is a decoder ring to the intangibles economy--identifying the twelve "measures that matter" for any business today and outlining the new rules by which managers must play in order to attract the most talented employees, profitable customers, collaborative partners, and aggressive investors.

Next-step Selling

Next-step Selling
Author: John Robert Barker
Publisher: Longman Publishing Group
Total Pages: 340
Release: 2001
Genre: Business & Economics
ISBN: 9781740096232

Relevant to today's complex sales environment, where the customers are more knowledgeable, aware and demand the best value for their money,Next-Step Sellingprovides a clear, workable and realistic diagnostic tool that may be applied to the majority of sales environments and products, goods or services. In today's cost sensitive business environment, retaining and nurturing existing customer relationships is more effective than focusing energies on gaining new customers, so complex selling is more critical. John Barker teaches the salesperson how to sell, not only the product, but also the organization and themselves and illustrates how to differentiate a product from the multitude of competitors by intangible 'separation factors'. The book is divided into three key sections and provides a workable view of the 'Next-Step' selling technique. The first section offers a new approach to selling while the second section covers the nine key sales elements (planning, prospecting, relationship, needs, positioning, follow-up, barriers, closing and negotiation). The final section covers bringing the process to life with essential sales skills.