Customer Centric Selling (Review and Analysis of Bosworth and Holland's Book)
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About this ebook
This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages to help customers visualise a product and how it can satisfy their needs. The authors share the 8 critical aspects that you will need to master in order to communicate these messages to your customers.
Added-value of this summary:
• Save time
• Understand key concepts
• Increase your business knowledge
To learn more, read "Customer Centric Selling" and find out how you can create sales-ready messages that will dramatically increase your sales figures.
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Customer Centric Selling (Review and Analysis of Bosworth and Holland's Book) - BusinessNews Publishing
Book Presentation: Customer-Centric Selling by Michael Bosworth and John Holland
Summary of Customer-Centric Selling (Michael Bosworth and John Holland)
Book Abstract
MAIN IDEA
In most organizations, there is a basic disconnect between the marketers and the sales people. This is unfortunate because the marketers (the people who are responsible for creating the messages delivered to customers) and the sales people (who build relationships with real world customers) really could achieve much more if they collaborated and worked together instead of being at cross purposes.
Customer-centric selling
(CCS) is a system whereby sales and marketing collaborate together to help your customers visualize using your offering to help achieve a goal, solve one of their problems of satisfy a need. This is achieved through the delivery (in intelligent two-way conversations) of sales-ready messages rather than presentations about product features and benefits. CCS is the system by which these sales-ready messages are developed and delivered.
As its name suggests, customer-centric selling is all about placing the customer at the center of the sales process rather than in an ancillary role as the audience. For many years, sales has come to resemble a spectator sport rather than an intensely focused session of give-and-take. CCS empowers buyers to solve their own problems with the use of your product or service.
"In order to be effective, a salesperson must be able to relate his or her offering to the buyer in a way that will allow the buyer to visualize using it to achieve