Selling the Invisible: A Field Guide to Modern Marketing - Hardcover

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.

Harry Beckwith founded and directs Beckwith Partners, a positioning and branding firm whose clients include Microsoft, ServiceMaster, ADP, Merck and Hewlett Packard. He is a Phi Beta Kappa graduate of Stanford and an internationally acclaimed business speaker. He also lectures at the universities of Minnesota and St Thomas in Minncapolis.