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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
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Customer Reviews

Most Helpful
1 out of 5 stars
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.

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4 of 4 people found this review helpful

4 out of 5 stars
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.

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