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av({"version":"1.0","encoding":"UTF-8","entry":{"xmlns":"http://www.w3.org/2005/Atom","xmlns$blogger":"http://schemas.google.com/blogger/2008","xmlns$georss":"http://www.georss.org/georss","xmlns$gd":"http://schemas.google.com/g/2005","xmlns$thr":"http://purl.org/syndication/thread/1.0","id":{"$t":"tag:blogger.com,1999:blog-1255205710242367002.post-5910331316199014892"},"published":{"$t":"2012-10-10T15:06:00.001-07:00"},"updated":{"$t":"2012-10-10T15:06:38.987-07:00"},"title":{"type":"text","$t":"How to sell services (not products that you can touch)"},"content":{"type":"html","$t":"\u003Cdiv style=\"text-align: justify;\"\u003E\u003Cspan style=\"background-color: #fcfcfa; line-height: 18px;\"\u003E\u003Cspan style=\"font-family: Arial, Helvetica, sans-serif;\"\u003EIn most professional services, you are not really selling expertise - because expertise is assumed, and because your prospect cannot intelligently evaluate your expertise anyway. Instead you are selling a relationship. And in most cases, that is where you need the most work. If you're selling a service, you're selling a relationship.\u003C\/span\u003E\u003C\/span\u003E\u003C\/div\u003E\u003Cdiv style=\"text-align: justify;\"\u003E\u003Cspan style=\"background-color: #fcfcfa; line-height: 18px;\"\u003E\u003Cspan style=\"font-family: Arial, Helvetica, sans-serif;\"\u003E\u003Cbr \/\u003E\u003C\/span\u003E\u003C\/span\u003E\u003C\/div\u003E\u003Cdiv style=\"text-align: justify;\"\u003E\u003Cspan style=\"background-color: #fcfcfa; line-height: 18px;\"\u003E\u003Cspan style=\"font-family: Arial, Helvetica, sans-serif;\"\u003EHarry Beckwith, Selling the Invisible\u003C\/span\u003E\u003C\/span\u003E\u003C\/div\u003E"},"link":[{"rel":"replies","type":"application/atom+xml","href":"http:\/\/thoughtmeme.blogspot.com\/feeds\/5910331316199014892\/comments\/default","title":"Post Comments"},{"rel":"replies","type":"text/html","href":"http:\/\/thoughtmeme.blogspot.com\/2012\/10\/how-to-sell-services-not-products-that.html#comment-form","title":"0 Comments"},{"rel":"edit","type":"application/atom+xml","href":"http:\/\/www.blogger.com\/feeds\/1255205710242367002\/posts\/default\/5910331316199014892"},{"rel":"self","type":"application/atom+xml","href":"http:\/\/www.blogger.com\/feeds\/1255205710242367002\/posts\/default\/5910331316199014892"},{"rel":"alternate","type":"text/html","href":"http:\/\/thoughtmeme.blogspot.com\/2012\/10\/how-to-sell-services-not-products-that.html","title":"How to sell services (not products that you can touch)"}],"author":[{"name":{"$t":"Unknown"},"email":{"$t":"noreply@blogger.com"},"gd$image":{"rel":"http://schemas.google.com/g/2005#thumbnail","width":"16","height":"16","src":"https:\/\/img1.blogblog.com\/img\/b16-rounded.gif"}}],"thr$total":{"$t":"0"}}});