CustomerCentric Selling: Amazon.ca: Michael Bosworth, John Holland: Books

Product Description

The program that is revolutionizing high-end selling, by showing companies how to clone their top sales performers.

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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)
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Average Customer Review

4.4 out of 5 stars (14 customer reviews)

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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)

This review is from: CustomerCentric Selling (Hardcover)

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

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DES "DES" (USA) - See all my reviews

This review is from: CustomerCentric Selling (Hardcover)

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)

This review is from: CustomerCentric Selling (Hardcover)

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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Most recent customer reviews

5.0 out of 5 stars Refreshing
It is refreshing to find a book that attempts to remove some the art and mystique that I have experienced in my sales career to date and replace it with structure and process... Read more

Published on Jan 6 2004 by D. Parsons

3.0 out of 5 stars Good stuff...but a hard read
I have to compliment Mike on the subject matter. His program has some very good information and methods for managing the sales process. However, it was a tough read. Read more

Published on Jan 6 2004