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CustomerCentric Selling, Second Edition

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CustomerCentric Selling, Second Edition by Michael T. Bosworth
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Description

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.

Author Biography

Michael T. Bosworth is a cofounder of CustomerCentric Systems (R), LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California. John R. Holland is a cofounder of Customer- Centric Systems, LLC. In addition to the thought leadership that drives the CustomerCentric Selling sales methodology, he provides sales and marketing guidance to a limited number of companies. He lives in Newton, Massachusetts. Frank Visgatis is a cofounder of Customer- Centric Systems, LLC. He has trained thousands of salespeople around the world. He lives in Sutton, Massachusetts.
Release date Australia
January 1st, 2010
Country of Publication
United States
Edition
2nd edition
Illustrations
Illustrations
Imprint
McGraw-Hill Professional
Pages
304
Dimensions
158x234x23
ISBN-13
9780071637084
Product ID
3692522

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