Overview
The Web has changed the game for your customersā 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 āCustomerCentricāāwilling and able to identify and serve customersā 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 todayās 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 todayās 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 winānot just to stay busy
- Closing on the buyerās timeline (instead of yours)
- Empowering buyers instead of trying to āsellā them
Whatās more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizationās resources. Perhaps you feel you donāt 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 basicsāand beyondāof strategic budgeting and negotiation to assessing and developing the skills of your sales force, youāll learn how to make sure that each step your business takes is the right one.
This book title, CustomerCentric Selling, Second Edition, ISBN: 9780071637084, by John R. Holland, Frank Visgatis, Michael T. Bosworth, published by McGraw-Hill Education (January 8, 2010) is available in hardcover. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
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