Regular price: $19.60

Free with 30-day trial
Membership details Membership details
  • A 30-day trial plus your first audiobook, free
  • 1 credit/month after trial – good for any book, any price
  • Easy exchanges – swap any book you don’t love
  • Keep your audiobooks, even if you cancel
  • After your trial, Audible is just $14.95/month
Select or Add a new payment method

Buy Now with 1 Credit

By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Buy Now for $19.60

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

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.
©2004 McGraw-Hill (P)2004 AMI
Show More Show Less

Customer Reviews

Most Helpful

By Jim on 07-04-06

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.

Read More Hide me

4 of 4 people found this review helpful


By Thomas L. Dearden on 03-19-16

Great, Relevant Content

I've been a believer in customer centric selling for some time but had never read the book. It reinforced my beliefs and gives and excellent context for successful selling. I highly recommend. My only quibble is with the
reader/narrator. He's a little to old time radio announcer for my taste and it gets a little irritating. Also the book could use a little updating, although it is not a fatal flaw by any means.

Read More Hide me
See all Reviews
© Copyright 1997 - 2018 Audible, Inc