Books like Selling the Invisible by Harry Beckwith

Crossing the Chasm explains how technology products must transition from early adopter enthusiasm to mainstream adoption by meeting pragmatic buyers’ needs with a complete, well‑supported offering.

Blair Singer’s SalesDogs identifies five core sales personalities—Pit Bull, Golden Retriever, Poodle, Chihuahua, and Basset Hound—and shows how to harness each type’s strengths to boost revenue, streamline effort, and enhance team performance.

Service businesses sell something that cannot be seen or heard. They offer an experience--and to make that experience truly exceptional they must first understand people and how to satisfy them. In this Biz Book to Go for busy readers on the move, Harry Beckwith provides a treasury of quick, practical, and entertaining strategies. Applying the study of human nature to the real world of business, 'The Invisible Touch' will open your eyes to this crucial branch of marketing with four key concepts: Price: Its seductive power--from Uma Thurman's Five-Dollar Milk Shake to the Mansion at Turtle Creek Brand: The triumph of Red Pepper, Opium, Yahoo!, and the inscrutable A-AI AC Delco Jani Express Cleaning Service 500 Packaging: Looking at the pretty mousetraps of Disneyland, the ugly Butterfly Effect, and a tale of oranges and heels Relationships: A consideration of Jim Marinelli's magic one word, Laura Nyro's folly, the madness of Tom Peters, and further ripples of the Lake Wobegon Effect Based on the author's extensive business experience, this book delivers its wisdom with unforgettable and often surprising examples--from the regrowth

Harry Beckwith, the bestselling author of the classic "Selling the Invisible," reveals how the secret to selling is to sell oneself first.

Selling to Win has established itself as one of the world's best-selling books on selling skills. The power of Denny's simple message has helped many thousands of salespeople become high flyers. In a very direct and accessible style, he shows how to put winning techniques into practice. Updated and revised, this third edition is even more effective, highlighting the important change needed to sell and win business in a more sophisticated and competitive marketplace. This invaluable book is recognised as one of the most effective and powerful sales-improvement guides ever written.