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Selling the Invisible | 
 enlarge | Author: Harry Beckwith
Publisher: Time Warner International
Category: Book
List Price: £11.98
Buy New: £2.76
You Save: £9.22 (77%)
New (6) Used (4) from £2.76
Avg. Customer Rating:  8 reviews
Sales Rank: 741382
Format: Audiobook
Media: Audio Cassette
Edition: New edition
Number Of Items: 1
Shipping Weight (lbs): 0.1
Dimensions (in): 6.3 x 4.3 x 0.6
ISBN: 1570424713
Dewey Decimal Number: 658.8
UPC: 070993247140
EAN: 9781570424717
ASIN: 1570424713
Publication Date: August 16, 2001
Availability: Usually dispatched within 1-2 business days
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| Customer Reviews: Read 3 more reviews...
Marketing made simple June 26, 2008
Hello. My name is Gary Shane McGill and I have a Master of Business Administration degree from Wilmington University (formerly Wilmington College back in Delaware, USA). I have since relocated back to Europe to handle the sales and marketing for patented ice cream and milkshake dispensers (pretty neat actually).
I was recommended this book by an overseas colleague and I ordered this book based upon advice. The size of the hardback is small enough to fit in my coat pocket from when I travel, but more importantly the anecdotal tales puts things into a unique perspective, which I think is quite refreshing.
The anecdotal tales flow extremely well (with a very comfortable font and font size) to make this very reader friendly. I believe that you do not have to have a background in sales and marketing to understand the basic points that the author is getting to. A great buy if I say so myself.
Quantifying the Intangible March 2, 2007
2 out of 2 found this review helpful
Actually, this book is less about "selling" than it is about establishing and then nourishing relationships, not only with clients and prospective clients but also with almost everyone else within a given marketplace. For example, vendors, service providers, and strategic allies. Moreover, it is one of the few books I have read which focuses almost entirely on the marketing and sales of services which are, paradoxically, both "invisible" and experiential. (Schmitt has much of great value to say about this in Experiential Marketing as do Pine and Gilmore in The Experience Economy and Wolf in The Entertainment Economy.) Beckwick shares an abundance of information and advice, duly acknowledging various sources from which he has obtained some of the material. I do not damn him with faint praise. His own contributions are first-rate. In "Summing Up", he provides a brief but precise discussion of various sources which he commends to his reader. This has much greater value than does the standard bibliography. And there is a value-added benefit, his sense of humor, which is indicated by some of the section titles such as "Anchors, Warts, and American Express", "Ugly Cats, Boat Shoes, and Overpriced Jewelry: Pricing", and "Monogram Your Shirts, Not Your Company." Throughout the book, he includes more than 100 of what I characterize as "business nuggets" which are directly relevant (indeed illuminating) within the context in which he inserts them.
For whom will this book be of greatest interest and value? Obviously, those now involved in marketing, sales, and other areas in which there is direct and frequent contact with customers. Beckwick reveals himself to be an astute observer of human nature. What he suggests can be of substantial value to any organization in which business relationships, including those which are internal, are less than desirable. Everything he suggests combines common sense with a sensitivity to others' needs and interests. Indeed, almost everyone in almost any organization (regardless of size or nature) must constantly be "selling" various services to others within and beyond that organization. First, they must establish credibility, then trust, and finally obtain agreement to cooperate, if not collaborate. Almost all relationships succeed or fail because of intangibles. Beckwick examines them within a business context but, in process, suggests wide and deep implications relevant to all other areas of human experience. This is an immensely practical as well as thoughtful book.
A must-read to create amazing client experience March 26, 2006
0 out of 1 found this review helpful
'Selling the invisible' is a straight-talking approach to creating service that leads great client experience. Harry Beckwith tackles some important marketing preconceptions head-on leaving you feeling that there is hope for your business. No matter whether you're a sole trader or a global giant, you will gain some valuable lessons from this classic.This book is a classic for the type of clients I work with in the financial services industry. I will certainly be recommending them to buy 'Selling the Invisible' and to apply the tips and techniques that are suggested with full gusto.
An Excellent Idea Generator September 1, 2004
2 out of 2 found this review helpful
An excellent book for those interested in utilizing well put experiences for the generation of their own ideas, perspectives and approaches.
I bought it a month ago and now I send a copy to every worthy potential customer of my consulting firm along with a "With Compliments" card and a business card.
A great personal and business tool.Thank you for making it available.
Excellent. May 21, 2004
5 out of 7 found this review helpful
This is an excellent book for the any level - perfect for the service industry, whether you are a one-man band or running a larger department. Advice and amusing anecdotes make it easy to read and things stick in your mind. I particularly liked the Picasso quote, after being asked to sketch someone ad-hoc and charging a fortune, noting that the knowledge and skill required for the sketch didn't just take a few minutes, but all his life.
Not at all a boring business book. Highly recommended, even if you just take on tip away from it - it will be worth the read.
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