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Selling the Invisible

A Field Guide to Modern Marketing

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Selling the Invisible

By: Harry Beckwith
Narrated by: Jeffrey Jones
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About this listen

 A treasury of hundreds of quick, practical, and easy-to-read strategies. Your eyes will be opened to new ideas in this crucial branch of marketing, including why focus groups, value-price positioning, discount pricing, and being the best usually fail; the critical emotion that most influences your prospects - and how to deal with it; the vital role of vividness, focus, "anchors", and stereotypes; the importance of Halo, Cocktail Party, and Lake Wobegon Effects; marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of Pikes Peak; dozens of proven yet consistently over-looked ideas for research, presentations, publicity, advertising, and client retention; and much more.©2008 Harry Beckwith (P)2008 Hachette Audio Marketing Marketing & Sales Sales & Selling Business Modern Marketing

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Critic reviews

"Beckwith provides an excellent forum for thinking differently about the nature of services and how they can be effectively marketed. If you're at all involved in marketing or sales, then Selling the Invisible is definitely worth a look." (Amazon.com)
"Actor Jeffrey Jones's narration professionally conveys these excellent ideas." ( Library Journal)
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This book is very compact but filled with a ton of tips and tricks and great reminders of anything related to selling, from client contact to choosing a name for your company. I can greatly recommend this book.

Compact, great book

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I wish this audio was longer. its to the point and you can get through it quickly. make notes and listen to it again and again. i will also need to purchase the physical book to get more content

simple to the point

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Lots of value in such a short books, it’s quick and to the point! Highly recommend

Good value

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It was very relatable, interesting and above all very intellectually informative about the service industry. A-Z of selling the invisible service.

One of the Best Audio Books I have acquired

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Been selling solutions for years, this really helped me put an effective thought process together.

Well worth it

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I have listened to this three times since I bought it. Each time I learn something. I have today purchased Mr Beckworth's other books so impressed am I by his common sense, jargon-free explanations and general approach which is instantly applicable. BTW the narrator does a fine job of presenting the material too.

Brillaint advice expertly delivered

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I have been running my own businesses for years and only just lately have been giving extra effort into marketing. I got this book thinking it would give me a few guidelines. It done more than that it has helped me remodel my entire outlook on my business. I only wish I bought this book years ago!! I whole heartedly recommend this book along with "It's not who you know but it's who knows you!"

Awesome

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Really useful stuff here and shared it with my company and specifically our marketing guys

Interesting

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Short book but useful and not repetitive; would recommend for a short soundbite type book for service industry

Short but useful

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This audio book has some great new ideas as well as reinforcing known principles.

I have listened twice and will no doubt listen again.

Really enjoyed

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