CustomerCentric Selling by Michael T. Bosworth

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Synopsis

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.

 

About Michael T. Bosworth

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Michael Bosworth and John Holland are cofounders of CustomerCentric Selling. Bosworth is the author of the seminal bestseller Solution Selling. He has helped tens of thousands of salespeople and executives define and implement new selling methodologies. Holland, formerly with IBM's General Systems Division, has trained hundreds of sales organizations in the United States, Europe, Australia, and Canada.
 
Published November 18, 2003 by McGraw-Hill. 258 pages
Genres: Business & Economics. Non-fiction

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