CustomerCentric Selling, Second Edition

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book CustomerCentric Selling, Second Edition by Michael T. Bosworth, John R. Holland, Frank Visgatis, McGraw-Hill Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Michael T. Bosworth, John R. Holland, Frank Visgatis ISBN: 9780071639842
Publisher: McGraw-Hill Education Publication: December 18, 2009
Imprint: McGraw-Hill Education Language: English
Author: Michael T. Bosworth, John R. Holland, Frank Visgatis
ISBN: 9780071639842
Publisher: McGraw-Hill Education
Publication: December 18, 2009
Imprint: McGraw-Hill Education
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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:

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.

More books from McGraw-Hill Education

Cover of the book Social Psychology by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book Say It Right in Spanish, Third Edition by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book McGraw-Hill Education Vocabulary Grades 6-8, Second Edition by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book Presentation Skills For Managers, 2E by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book The Original Curse: Did the Cubs Throw the 1918 World Series to Babe Ruth's Red Sox and Incite the Black Sox Scandal? by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book Product Strategy for High Technology Companies by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book The Fat Flush Journal and Shopping Guide by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book Knockout Cv: How To Get Noticed, Get Interviewed & Get Hired by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book 5 Steps to a 5: AP Environmental Science 2020 by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book The Technical Analysis Course, Fourth Edition: Learn How to Forecast and Time the Market by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book 5 Steps to a 5: AP English Language 2019 by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book CURRENT Medical Diagnosis and Treatment 2019 by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book Introducing JavaFX 8 Programming by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book The Eating Disorders Sourcebook by Michael T. Bosworth, John R. Holland, Frank Visgatis
Cover of the book How to Give Financial Advice to Women: Attracting and Retaining High-Net Worth Female Clients by Michael T. Bosworth, John R. Holland, Frank Visgatis
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy