|
The
Fuzzy Widget
Shop
Selling
Products and Tools
"Selling the
Fuzzy Widget
™"
(Secrets of Selling
Professional Services)
Craig Cortello
condenses his 18-year career ascent from entry-level
computer drafting to National Sales Manager of a successful
environmental consulting firm into 50 concepts that are the
essence of selling professional services. These principles
of relationship development, networking, and attitude
differentiate the sale of services or "fuzzy widgets" from
other selling environments.
THE BOOK THAT ANSWERS THE FOLLOWING
QUESTIONS:
“What do the
movie The Shawshank Redemption and the study of Geology have to
do with selling professional services?”
“Why should
you teach your customers to know when to send the wine back?”
“How can
your competitors be your allies?”
“What can
you learn about sales from a baseball player, a Broadway actor,
or a bomb squad?”
“What can
high school English study habits teach you about sales?”
“How can you
use your elevator time to increase sales?”
“What can the
game of Blackjack teach you about success in the sales
profession?”
|
