Customer centric selling

Michael T. Bosworth, John R. Holland

272 pages, parution le 10/12/2003

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Résumé

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING

The program that is revolutionizing highend selling, by showing companies how to clone their top sales performers

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.

What is customer-centric selling ?
Opinions-The fuel that drives corporations
Success without sales-ready messaging
Core concepts of customer centric selling
Defining the sales process
Integrating the sales and marketing processes
Features versus customer usage
Creating sales-ready messaging
Marketing's role in demand creation
Business development : The hardest part of a salesperson's job
Developing buyer vision through sales-ready messaging
Qualifying buyers
Negotiating and managing a sequence of events
Negotiation : The final hurdle
Proactively managing sales pipelines and funnels
Assessing and developping salespeople
Driving revenue via channels
From the classroom to the boardroom
Index

L'auteur - Michael T. Bosworth

Michael Bosworth and John Holland are cofounders of CustomerCentric Selling. Bosworth is the author of the seminal bestseller Solution Selling. He has helped tens of thousands of salespeople and executives define and implement new selling methodologies.

L'auteur - John R. Holland

Michael Bosworth and John Holland are cofounders of CustomerCentric Selling. Holland, formerly with IBMs General Systems Division, has trained hundreds of sales organizations in the United States, Europe, Australia, and Canada.

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Michael T. Bosworth, John R. Holland
Parution	10/12/2003
Nb. de pages	272
Format	19,5 x 24,3
Couverture	Relié
Poids	725g
Intérieur	Noir et Blanc
EAN13	9780071425452
ISBN13	978-0-07-142545-2