CustomerCentric Selling, Second Edition

CustomerCentric Selling, Second Edition

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The Web has changed the game for your customersa€” 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 a€œCustomerCentrica€a€”willing and able to identify and serve customersa€™ 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 todaya€™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 todaya€™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 wina€”not just to stay busy Closing on the buyera€™s timeline (instead of yours) Empowering buyers instead of trying to a€œsella€ them Whata€™s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizationa€™s resources. Perhaps you feel you dona€™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 basicsa€”and beyonda€”of strategic budgeting and negotiation to assessing and developing the skills of your sales force, youa€™ll learn how to make sure that each step your business takes is the right one.Thanks to the web, todaya€™s customers are savvier and more results-oriented: they do their homework. Do it for them by communicating with them in the ways that work best for them, and youa€™ll find that doing so works best for you, too.

Title:CustomerCentric Selling, Second Edition
Author:Michael T. Bosworth, John R. Holland, Frank Visgatis
Publisher:McGraw Hill Professional - 2010-01-08


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