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 aCustomerCentricaawilling 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 todayas 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 todayas 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 winanot just to stay busy Closing on the buyeras timeline (instead of yours) Empowering buyers instead of trying to asella them Whatas more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizationas resources. Perhaps you feel you donat 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 basicsaand beyondaof strategic budgeting and negotiation to assessing and developing the skills of your sales force, youall learn how to make sure that each step your business takes is the right one.Thanks to the web, todayas 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 youall 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|