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This book has 2 recommendations

Drew McLellan (Founder/McLellan Marketing Group & Agency Management Institute)

Question: What five books would you recommend to young people interested in your career path & why?

Answer:

  • Radical Leap by Steve Farber
  • Becoming a Category of One by Joe Calloway
  • Selling the Invisible by Harry Beckwith
  • Killing Marketing by Joe Pulizzi and Robert Rose
  • Waiting for your Cat to Bark by Bryan and Jeffrey Eisenberg
  • The Power of Moments by Chip and Dan Heath

Brian Burkhart (Founder & Chief Word Guy/SquarePlanet Presentations & Strategy)

I love this book. Everyone is a salesperson in some regard. You may not have a product to sell, but you certainly have yourself, your ideas, and your value to sell. Convincing people you, your principles, and your thoughts matter is a never-ending project. In Beckwith’s book—which is about selling services versus widgets—this theory definitely holds up. He also offers up a few profound thoughts on how people are wired.

Amazon description

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

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Drew McLellan, Brian Burkhart

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Harry Beckwith

Sources

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