CustomerCentric Selling

Written by Michael T. Bosworth and John R. Holland

Narrated by Chris Ryan

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

• Language: English
• Publisher: McGraw Hill-Ascent Audio
• Release date: Oct 1, 2005
• ISBN: 9781639291298

Reviews for CustomerCentric Selling

[pointedpundit · Rating: 5 out of 5 stars]

Diagnose Before You PrescribeThe 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.