销售无形
Selling the Invisible
Harry Beckwith · 初版 1997 年
7人推荐
9位读者提及
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SELLING THE INVISIBLE对服务及其潜在客户的独特性格进行了简明扼要且妙趣横生的剖析，阐述了任何服务——从家庭咨询工作室到跨国经纪公司——如何将更多潜在客户转化为客户并留住他们。SELLING THE INVISIBLE全方位涵盖了服务营销的各个环节。书中充满了绝妙的洞见，行文风格朴实干练、毫无行业黑话且通俗易懂，例如：追求卓越可能让你一无所获、焦点小组的禁忌、说得越多人们听进去得越少，以及只见树木不见森林。
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刚读完 Beckwith 写的一本相当不错的营销书，叫《Selling the Invisible》。我从中收获最大的，就是你为了向任何潜在客户提供完整的价值主张（value proposition）所必须覆盖的要点；通常只有把所有点都讲到位，才能让人……
Just got done with this pretty good book on marketing called "Selling the Invisible" by Beckwith. Most important thing I got out of it was the points you need to cover to have a complete value proposition to any potential customer; you usually need to cover all points to get people…
……方法不对。我挺喜欢帮我遇到的人牵线介绍业务（referrals），我觉得这招也反哺了我几次（挺意外，但也许并没那么意外）。另外几点随想：《Selling the Invisible》（beckwith 写的？），值得一读。虽然不是专门针对技术的，但能帮你树立正确的思维方式。《Million Dollar Consulting》（weiss 写的？）——可能会给你的自由咨询业务带来不同的视角。……
…wrong approach. I enjoy trying to find referrals for other people I meet, and I think that's come back to me a few times (unexpectedly, but not that surprising, perhaps). Couple other random thoughts: "Selling the Invisible" (beckwith?) - useful to read. Not specifically tech-oriented, but will get you in the right frame of mind. "Million Dollar Consulting" (weiss?) - may give you a different perspective on freelance consulting.…
我们从《史上最棒的100本商业书》中挑选出的书目有：- Harry Beckwith 的《Selling The Invisible》（极佳的服务销售视角）- Zig Ziglar 的《Secrets of Closing The Sale》（让你做好应对客户异议的准备）- Jeffrey Fox 的《How to Become A Rainmaker》（掌握更佳销售技巧的捷径）- 《The……
Our selections from The 100 Best Business Books of All Time were: -Selling The Invisible by Harry Beckwith (great look at selling services) -Secrets of Closing The Sale by Zig Ziglar (gets you prepared for objections) -How to Become A Rainmaker by Jeffrey Fox (shortcuts to better sales techniques) -The…
……这种关系。我们塑造了建筑，之后建筑塑造了我们，或者说接口界定了交互的规则，又或者媒介即信息。这事儿被翻来覆去用无数种方式表达过。我其实挺讨厌 Harry Beckwith 的《Selling the invisible》，但在我读过的上百本营销和产品开发书里，我觉得对你来说，抽个周末翻翻这本书可能真能帮上忙。你必须……
…this relationship. We shape our buildings and thereafter they shape us or the interface sets the terms of the engagement or the medium is the message. It's been stated a myriad of ways. I kinda hated "Selling the invisible" by Harry Beckwith but out of the 100 or so marketing and product development books I've read, I think, for you in particular, a weekend paging through that book might really help you here. You have to…
当年我自己做这件事时，找到最好的书就是 Harry Beckwith 的书，从《Selling the Invisible》开始。他专注于服务销售，以及你如何让客户感知到你服务的价值。
The best books I found when I was doing exactly this were the books by Harry Beckwith, starting with "Selling the Invisible". He focuses on services sales, and how you create a perception of value for your service.
书单里 Harry Beckwith 写的《Selling the Invisible》很不错。
Selling the Invisible by Harry Beckwith from the list is a good one.