{"product_id":"customercentric-selling-hardcover","title":"CustomerCentric Selling - Hardcover","description":"\u003cp\u003eby \u003cb\u003eMichael Bosworth\u003c\/b\u003e (Author), \u003cb\u003eJohn Holland\u003c\/b\u003e (Author), \u003cb\u003eFrank Visgatis\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe Web has changed the game for your customers-- and, therefore, for you. Now, \u003ci\u003eCustomerCentric\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eYour business and its people need to be \"CustomerCentric\"--willing and able to identify and serve customers' 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 today's buyers no longer want or need to be sold in traditional ways.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCustomerCentric Selling\u003c\/i\u003e gives you mastery of the crucial eight aspects of communicating with today's clients to achieve optimal results: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eHaving conversations instead of making presentations \u003c\/li\u003e\n\u003cli\u003eAsking relevant questions instead of offering opinions \u003c\/li\u003e\n\u003cli\u003eFocusing on solutions and not only relationships \u003c\/li\u003e\n\u003cli\u003eTargeting businesspeople instead of gravitating toward users \u003c\/li\u003e\n\u003cli\u003eRelating product usage instead of relying on features \u003c\/li\u003e\n\u003cli\u003eCompeting to win--not just to stay busy \u003c\/li\u003e\n\u003cli\u003eClosing on the buyer's timeline (instead of yours) \u003c\/li\u003e\n\u003cli\u003eEmpowering buyers instead of trying to \"sell\" them\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eWhat's more, \u003ci\u003eCustomerCentric Selling\u003c\/i\u003e teaches and reinforces key tactics that will make the most of your organization's resources. Perhaps you feel you don'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 basics--and beyond--of strategic budgeting and negotiation to assessing and developing the skills of your sales force, you'll learn how to make sure that each step your business takes is the right one.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe sales classic--updated with new customer-focused methodologies!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThanks to the web, today'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 you'll find that doing so works best for you, too. When they know they're being listened to, they'll listen back.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eCustomerCentric Selling\u003c\/i\u003e, you'll find practical, step-by-step tips on: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eTurning sales presentations into customer-focused conversations \u003c\/li\u003e\n\u003cli\u003eAsking the right questions--of the right people \u003c\/li\u003e\n\u003cli\u003eEmpowering buyers to achieve goals, solve problems, and satisfy needs \u003c\/li\u003e\n\u003cli\u003eDeveloping optimal strategies for winning the vital three-month sales cycle--regardless of your client's actual sales cycle \u003c\/li\u003e\n\u003cli\u003eUsing Twitter, Facebook, LinkedIn, and other social networking sites to engage buyers and strengthen client relationships \u003c\/li\u003e\n\u003cli\u003eDefining and managing your content and revenue engines \u003c\/li\u003e\n\u003cli\u003eOptimizing the talent of salespeople and building a quality pipeline\u003c\/li\u003e\n\u003c\/ul\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eMichael T. Bosworth\u003c\/b\u003e is a cofounder of CustomerCentric Systems(R), LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California.\u003cbr\u003e \u003cb\u003eJohn R. Holland\u003c\/b\u003e is a cofounder of Customer- Centric Systems, LLC. In addition to the thought leadership that drives the CustomerCentric Selling sales methodology, he provides sales and marketing guidance to a limited number of companies. He lives in Newton, Massachusetts.\u003cbr\u003e \u003cb\u003eFrank Visgatis\u003c\/b\u003e is a cofounder of Customer- Centric Systems, LLC. He has trained thousands of salespeople around the world. He lives in Sutton, Massachusetts.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 304\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.98 x 9.52 x 7.12 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e January 01, 2010\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42695035879487,"sku":"9780071637084","price":51.6,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0105\/8226\/1823\/files\/224fbd050456613983d9ef3571f27911.webp?v=1765002620","url":"https:\/\/dhlswag.com\/products\/customercentric-selling-hardcover","provider":"BBB","version":"1.0","type":"link"}