CustomerCentric Selling / Edition 2
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CustomerCentric Selling / Edition 2

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by Michael T. Bosworth, John R. Holland, Frank Visgatis
     
 

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ISBN-10: 0071637087

ISBN-13: 9780071637084

Pub. Date: 12/18/2009

Publisher: McGraw-Hill Professional Publishing

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

Overview

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.

Product Details

ISBN-13:
9780071637084
Publisher:
McGraw-Hill Professional Publishing
Publication date:
12/18/2009
Edition description:
Revised and Expanded
Pages:
304
Sales rank:
364,211
Product dimensions:
6.00(w) x 9.10(h) x 1.10(d)

Table of Contents


Contents

Acknowledgments

Chapter 1What Is Customer-Centric Selling?

Chapter 2Opinions—The Fuel That Drives Corporations

Chapter 3Success without Sales-Ready Messaging

Chapter 4Core Concepts of CustomerCentric Selling

Chapter 5Defining the Sales Process

Chapter 6Integrating the Sales and Marketing Processes

Chapter 7Features versus Customer Usage

Chapter 8Creating Sales-Ready Messaging

Chapter 9Marketing’s Role in Demand Creation

Chapter 10Business Development: The Hardest Part of a Salesperson’s Job

Chapter 11Developing Buyer Vision through Sales-Ready Messaging

Chapter 12Qualifying Buyers

Chapter 13Negotiating and Managing a Sequence of Events

Chapter 14Negotiation: The Final Hurdle

Chapter 15Proactively Managing Sales Pipelines and Funnels

Chapter 16Assessing and Developing Salespeople

Chapter 17Driving Revenue via Channels

Chapter 18From the Classroom to the Boardroom

Index

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CustomerCentric Selling 2.5 out of 5 based on 0 ratings. 2 reviews.
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