Customer Reviews

CustomerCentric Selling

5 star:		(11)
4 star:		(0)
3 star:		(2)
2 star:		(0)
1 star:		(1)

 

 

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.

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.

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.

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.

In the modern enterprise every aspect of business is subjected to process and 'best practice'. Sales is the lifeblood of any company but yet remains the most unstructured. Surely successful businesses of the future will address this issue.

I have recently gone through the process of re-reading all the acknowledged heavyweights (SPIN, New Conceptual Selling etc) You can use elements of each of them to change the way that you approach your own sales situations. I would also highly recommend Jeff Thull's book.

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. Be prepared to honker down and read a lot of text. He really limited the graphics this time. Hey Mike, a picture is worth a thousand words. I thought that this book would be a major change from Solution Selling...especially since he bad mouthed Solution Selling early last year, but it was really some extensions to the original thoughts he had years ago. The new stuff is great, the extentions from Solution Selling you can get from the guys that bought the company from him.

I've read all the top, 'usual suspect' sales books. Before reading CustomerCentric Selling, I was most impressed with Mastering the Complex Sale, by Jeff Thull. Mr. Thull has summarized current sales challenges in a very compelling and distinctive way. However Mike Bosworth demonstrates that he is the true thought-leader, the virtuoso in this field, and is most generous in providing a wealth of practical how to detail that isn't the case in Mr Thull's book.

I work with a multi-billion dollar revenue vendor serving the bio-tech industry. I will be taking immediate action to bring Mr. Bosworth's CustomerCentric Selling organization in to assist with our sales & marketing processes.

If you interact with others in the workplace and happen to be among the 90% of us who are not natural born (intuitive) salespeople, you need to read this book! Customer Centric Selling offers an abundance of new and useful ideas about how to work with others who make buying decisions. Unfortunately, these fundamental paradigms are unrecognized by most salespeople until they have many eureka moments by studying the concepts presented here. Bosworth and Holland have done a great service enabling a major step forward in the sales and buying professions by writing this book.
Customer Centric Selling goes beyond a promise that strong relationships with prospects will ultimately lead to sales success. Instead, the book describes how to be more selective in chosing better prospects. It explains how to focus energy on winnable accounts. Bosworth and Holland describe how to have a conversation that is of greater value to a prospect and as a consequence also to the salesperson. The book offers specific and useful methods for improving sales efficiency and effectiveness by helping prospects make better decisions. What is really cool is that all of these mutual benefits occur within a workplace where both parties are more comfortable, have more fun, and enjoy greater business success as a result. This is the ultimate win-win-win and win some more end result!

I just got Customer Centric Selling in the mail and immediately started reading it and could not put it down. It's a GREAT read!
This book is a completely new way of looking at customer relationships. In essence you tell people how to make a meaningful connection. That's something very few people know how to do. Stop talking product features or customer benefits, start talking about real life situations that people can relate to. That discovery is so simple and yet so powerful. I also like the analogy with a jazz band and an orchestra. Only those who understand math can appreciate jazz and only those who architect relationships creatively can deliver a good riff.
I am proud of you and I appreciate your kind acknowledgments up front. You are a class act! I should not forget John in the process, I can see the rich synergies between the two of you. Your real life examples make this book very valuable.

This book is great for anyone who wants to increase sales revenues. It has a LOT of good, practical info on how to unleash the power that salespeople have. It hits all the key points we have concerns about and gives me options for my entire marketing group and sales force. I recommend this book because it's exciting to see a new approach to overcoming the difficulties of selling. A great resource.

This book is great for anyone who wants to increase sales revenues. It has a LOT of good, practical info on how to unleash the power that salespeople have. It hits all the key points we have concerns about and gives me options for my entire marketing group and sales force. I recommend this book because it's exciting to see a new approach to overcoming the difficulties of selling. A great resource.