Service Reboot : The New Science of Selling, Marketing, and Managing Services
Language: English
Published by Service Reboot, 2019
- Softcover
- New
Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH
AbeBooks seller since August 14, 2006
Condition: New
£ 19.38
Quantity: 1 available
Add to basketItem description from seller
nach der Bestellung gedruckt Neuware - Printed after ordering - Service Reboot is not a book. It’s a thought revolution. Presented here are entirely new, scientifically designed, research-based strategies that today’s businesses must adopt to compete in a world forced to transform to a service/information economy.Successful professionals cannot afford to base today’s best-practices on yesterday’s basics. Understand one thing: everything you learned about sales is obsolete. It’s time for a major update in your business vision.The key Reboot your mindset before your methodology. A brand new theory has emerged for business, Unified Services Theory (UST), derived by researchers working in verticals as diverse as Hospitality and Healthcare. David Selch tested UST across dozens of industries, proving revenues dramatically increase when salespeople and marketers reshape their perceptions, and make decisions by a Service versus Product value model.David Selch provides the latest approaches needed to redefine your conversation with clients and customers, and create consistent, predictable sales results. Selch delivers startling insights into how services must be presented, mapping your transformation from the inside out. Advertising to drive sales, not awareness. More powerful sales interactions at every point in your pipeline. New metrics informing better decisions. Hiring salespeople for longevity and effectiveness.With over 25 years’ experience selling services and training teams for international business giants, and an MBA from the University of Leicester, UK, Selch has synthesized theories from the Business schools at Yale, University of Stockholm, and Brigham Young into practical and critical new steps for selling and marketing services.Wherever you are in your career – Junior Sales Associate or Chief Marketing Officer – Buy this book now to begin radically improving sales.…
Seller Inventory # 9781775169413
- Title
- Service Reboot : The New Science of Selling, Marketing, and Managing Services
- Author
- David Selch
- Publisher
- Service Reboot
- Publication year
- 2019
- Condition
- Neu
- Binding
- Taschenbuch
- Language
- English
- ISBN 10
- 1775169413
- ISBN 13
- 9781775169413
- Item weight
- 262 grams
- Dimensions
- 203x133x12 mm
If you’ve ever read a book on selling, marketing, or business management, this is the next book you should read. Service Reboot delivers the newest theories and proven approaches from the world’s best business schools – presented by an award-winning MBA with 20 years’ experience selling services to the world’s biggest companies.
Services represent 70% of our economy, and 99% of all business startups – It’s everything from Locomotive Repair to Hairstyling to Museum Design to Transportation; it’s all of the skilled trades, and all the professions.
A resurgence in service business research beginning in 2004 has resulted in new approaches to managing service businesses, and to marketing and selling service offerings. Unified Services Theory (UST), developed by researchers working in fields as diverse as Healthcare and Hospitality, provides a new language to discuss (and answer) your sales challenges.
This book presents a new way of thinking about your sales and marketing functions that will increase profitable revenues by working differently, not harder. These are the new rules for selling, the new approaches for marketing, and the new metrics for managers.
Service Reboot applies UST to provide clear advice:
- How to re-frame every step of your sales pipeline, from prospecting to closing, to increase service sales
- The “new” step in the selling process – not identified and named until 2010 – that is always required in every service sales presentation and is never required in any product sales presentation
- Why the Feature-Benefit model is reversed when selling services rather than products
- Convergent versus Divergent sales models and when to apply them
- Advertising that drives sales, not just awareness, and a better way of tracking ROI on what works
- Reduce salesperson turnover – how to ensure the candidate’s personality matches the offering, especially if you’re the candidate
- Why you must follow a Service-centered approach when selling services and products together
- 10 Research-based rules to make your service advertising more effective
- The simple system to productize any service
- The SIPS grid that can suggest alternate offerings for your core product or service
Wherever you are in your career, from Junior Sales Associate to Chief Marketing Officer, buy this book now to begin radically improving sales.
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About the Author
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