Books › Selling the Invisible
Selling the Invisible
272 pages
A punchy, no-nonsense masterclass in making the intangible feel real and valuable.
What it feels like
Reading this book feels like sitting down for coffee with a seasoned, witty mentor who cuts right through the corporate jargon to tell you how human nature actually works. The pace is incredibly brisk, built on short, punchy chapters that deliver immediate moments of clarity rather than dragging you through dense academic theories. It cultivates a clear-headed, energizing mood, stripping away the anxiety of selling and replacing it with a focus on trust, relationships, and simple communication. The prose is conversational and sharp, relying on memorable anecdotes and aphorisms that stick in your brain long after you close the cover. It is the perfect read for freelancers, consultants, and entrepreneurs who want to stop feeling like salespeople and start connecting with their clients on a genuinely human level.
- Mood
- energizing
- clear-headed
- optimistic
- Tone
- pragmatic
- conversational
- witty
- direct
- encouraging
- Pace
- brisk
- Themes
- the psychology of trust · human connection in business · valuing the intangible · simplifying the complex
- The writing
- Punchy, jargon-free, and anecdotal, relying on short, memorable aphorisms and real-world stories.
- The arc
- Moves from the anxiety of selling abstract concepts to a grounded, empowered understanding of human relationships.
- Who it's for
- Service professionals, freelancers, and entrepreneurs who want practical, no-nonsense advice on how to communicate their value.
About the book
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.
Description from Open Library.
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