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CustomerCentric Selling, Second Edition
 
 

CustomerCentric Selling, Second Edition [Hardcover]

Michael T. Bosworth , John R. Holland , Frank Visgatis
4.4 out of 5 stars  See all reviews (14 customer reviews)
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Product Description

Product Description

The Web has changed the game for your customers— and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.

Your business and its people need to be “CustomerCentric”—willing and able to identify and serve customers’ needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But today’s buyers no longer want or need to be sold in traditional ways.

CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results:

  • Having conversations instead of making presentations
  • Asking relevant questions instead of offering opinions
  • Focusing on solutions and not only relationships
  • Targeting businesspeople instead of gravitating toward users
  • Relating product usage instead of relying on features
  • Competing to win—not just to stay busy
  • Closing on the buyer’s timeline (instead of yours)
  • Empowering buyers instead of trying to “sell” them

What’s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organization’s resources. Perhaps you feel you don’t have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basics—and beyond—of strategic budgeting and negotiation to assessing and developing the skills of your sales force, you’ll learn how to make sure that each step your business takes is the right one.

From the Back Cover

The sales classic—updated with new customer-focused methodologies!

Thanks to the web, today’s customers are savvier and more results-oriented: they do their homework. Do it for them by communicating with them in the ways that work best for them, and you’ll find that doing so works best for you, too. When they know they’re being listened to, they’ll listen back.

In CustomerCentric Selling, you’ll find practical, step-by-step tips on:

  • Turning sales presentations into customer-focused conversations
  • Asking the right questions—of the right people
  • Empowering buyers to achieve goals, solve problems, and satisfy needs
  • Developing optimal strategies for winning the vital three-month sales cycle—regardless of your client’s actual sales cycle
  • Using Twitter, Facebook, LinkedIn, and other social networking sites to engage buyers and strengthen client relationships
  • Defining and managing your content and revenue engines
  • Optimizing the talent of salespeople and building a quality pipeline

Inside This Book (Learn More)
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

14 Reviews
5 star:
 (11)
4 star:    (0)
3 star:
 (2)
2 star:    (0)
1 star:
 (1)
 
 
 
 
 
Average Customer Review
4.4 out of 5 stars (14 customer reviews)
 
 
 
 
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Most helpful customer reviews

1 of 1 people found the following review helpful
5.0 out of 5 stars Diagnose Before You Prescribe, Jun 1 2004
By 
Craig L. Howe "The Pointed Pundit" (Darien, CT United States) - See all my reviews
(REAL NAME)   
The concepts contained in this book are not new. Their presentation, however, is.

The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.

There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you will gain much more-an understanding of what you sell, to whom you should be selling it and where to go to find them.If your managers read it, they will develop a new a concept of how to message and manage their sales process.

Bosworth and Holland believe customer centric selling contains seven basic concepts:
1. Sales are based on conversations, not presentations.
2. Asking relevant questions versus rendering opinions.
3. Solutions rather than relationships earn buyers' respect.
4. Target businesspeople versus users.
5. Sell usage, not reliance.
6. Salespeople manage managers rather than needing to be managed.
7. Enable buyers rather than selling them.

Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read.

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5.0 out of 5 stars Must-read for all sales & marketing people, Feb 5 2004
When you know you're good and want to learn how to become great, drop what you're doing now and read this book. Co-authors Holland and Boswoth pull you up by the shorthairs to show you how to excel.
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5.0 out of 5 stars Refreshing approach to complex sales, Jan 28 2004
By 
Cesar Dulong (Mexico D.F, Mexico Mexico) - See all my reviews
(REAL NAME)   
In this book you can find a refreshing approach in order to create new opportunities to sell.
Showing how to detect the capabilities your current prospect needs in order to reach his goals you can advance in the sales process without the pain and stress that all profesional sales people suffer.
The steps that Customer Centric Selling offer can help you to clarify your real chances to close a deal and this way focus your time, efforts and resources in the prospect where you can add more value.
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 Go to Amazon.com to see all 26 reviews  4.3 out of 5 stars 
 
 
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