CustomerCentric Selling

  • by Michael Bosworth, John Holland
  • Narrated by Chris Ryan
  • 4 hrs and 34 mins
  • Unabridged Audiobook

Publisher's Summary

CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling 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 Selling 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 Selling 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.


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Customer Reviews

Most Helpful

Just a big ad

This book is nothing more than an ad for the consulting services of the authors. Long on what not to do, short on what to do. Very boring narrator as well.
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- Jim

Great job

This book is excellent for any sales manager looking for greater control over his team pipeline and sales process. The book teaches a pragmatic organization of the sales process and provides great insights to the buyer purchasing process. My adivece: listen and use it!
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- Marian Hanganu "Marian Hanganu"

Book Details

  • Release Date: 02-28-2006
  • Publisher: McGraw-Hill Education