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Summary

A treasury of hundreds of quick, practical, and easy-to-read strategies. Your eyes will be opened to new ideas in this crucial branch of marketing, including why focus groups, value-price positioning, discount pricing, and being the best usually fail; the critical emotion that most influences your prospects - and how to deal with it; the vital role of vividness, focus, "anchors", and stereotypes; the importance of Halo, Cocktail Party, and Lake Wobegon Effects; marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of Pikes Peak; dozens of proven yet consistently over-looked ideas for research, presentations, publicity, advertising, and client retention; and much more.
©2008 Harry Beckwith (P)2008 Hachette Audio

Critic reviews

"Beckwith provides an excellent forum for thinking differently about the nature of services and how they can be effectively marketed. If you're at all involved in marketing or sales, then Selling the Invisible is definitely worth a look." (Amazon.com)
"Actor Jeffrey Jones's narration professionally conveys these excellent ideas." ( Library Journal)

What members say

Average customer ratings

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    5 out of 5 stars
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    5 out of 5 stars

One of the Best Audio Books I have acquired

It was very relatable, interesting and above all very intellectually informative about the service industry. A-Z of selling the invisible service.

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    5 out of 5 stars
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Really enjoyed

This audio book has some great new ideas as well as reinforcing known principles.

I have listened twice and will no doubt listen again.

  • Overall
    5 out of 5 stars
  • Barry
  • Coventry, United Kingdom
  • 03-01-13

Brillaint advice expertly delivered

I have listened to this three times since I bought it. Each time I learn something. I have today purchased Mr Beckworth's other books so impressed am I by his common sense, jargon-free explanations and general approach which is instantly applicable. BTW the narrator does a fine job of presenting the material too.

  • Overall
    3 out of 5 stars
  • Monica
  • LondonUnited Kingdom
  • 13-11-10

simple to the point

I wish this audio was longer. its to the point and you can get through it quickly. make notes and listen to it again and again. i will also need to purchase the physical book to get more content

  • Overall
    5 out of 5 stars
  • Gary
  • haslemere, surrey, United Kingdom
  • 03-03-10

Awesome

I have been running my own businesses for years and only just lately have been giving extra effort into marketing. I got this book thinking it would give me a few guidelines. It done more than that it has helped me remodel my entire outlook on my business. I only wish I bought this book years ago!! I whole heartedly recommend this book along with "It's not who you know but it's who knows you!"

  • Overall
    5 out of 5 stars
  • Zubair
  • LondonUnited Kingdom
  • 03-02-10

Well worth it

Been selling solutions for years, this really helped me put an effective thought process together.

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  • Mach
  • 24-06-15

Basic information, good but not worth much money

It was a book of opinions and very very short. I don't feel that it was worth the price.

1 of 1 people found this review helpful

  • Overall
    4 out of 5 stars
  • Will Coetsee
  • 28-08-09

Wonderful Introduction to Services Marketing

'Selling the Invisible' is the challenge faced by any marketer of services. The fact that services are also increasingly dominant in terms of economic contribution to GDP in most developed (and developing) countries means that learning how to market them (note: MARKET, not SELL!) is a skill that can no longer be ignored. This book provides a great introduction to this fascinating field of expertise. Enjoy!

1 of 1 people found this review helpful

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    1 out of 5 stars
  • Igor
  • 23-10-08

Waste of time & money

This was a complete waste of my time and money. If you want a good sales audio book, get the "The Ultimate Sales Machine"

7 of 13 people found this review helpful

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  • Chris
  • 09-04-18

Amazing

This is one of the most underrated books I’ve ever read in my entire life!

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  • barry bonaventure rachid
  • 25-01-18

help prevent early mistakes

great tips and tricks I would gladly apply .short and insightful reading. .. .. i

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  • Bryan Nelson
  • 11-01-18

amazing ideas<br />

great ideas to implement immediately. it made me excited to get out of bed and get to work for the first time in a long time.

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  • Michael Richardson
  • 17-06-16

If you think you may be interested LISTEN TO IT!

A lot had been said over the years on why businesses fail. This book spells it out plainly.

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    5 out of 5 stars
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  • Ian Cantle
  • 19-04-16

Great read for those in a services industry.

Some really great points that are timeless. I highly recommend this audio book for those struggling or refining how to sell a service. I hope you get as much out of it as I did.

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  • 212consulting
  • 07-06-15

Support the buyer's journey

Less is more in building a brand and selling a service. Dare to over simplify!

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    4 out of 5 stars
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  • Juha
  • 19-05-15

Good stuff simply presented

Simple and clear principles that you can apply quickly into your business and marketing. Quite short though.