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  • Selling the Invisible

  • A Field Guide to Modern Marketing
  • Written by: Harry Beckwith
  • Narrated by: Jeffrey Jones
  • Length: 1 hr and 36 mins
  • 4.6 out of 5 stars (21 ratings)

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Selling the Invisible cover art

Selling the Invisible

Written by: Harry Beckwith
Narrated by: Jeffrey Jones
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Publisher's 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
Personal Success Marketing & Sales Modern Marketing
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What the critics say

"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)

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A game changer for me.

l read a line from a summary and it spoke to my business struggles so much that l had to get the whole book, and l was not disappointed, l am going over it again.

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Short, Sweet and to the point!

Lots of good little nuggets and reminders. I listened to it twice the same day and will so again. A good "reset" listen.

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