Customer Centric Selling 2nd Ed PDF Download
Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download Customer Centric Selling 2nd Ed PDF full book. Access full book title Customer Centric Selling 2nd Ed.
Author | : Michael T. Bosworth |
Publisher | : McGraw Hill Professional |
Total Pages | : 288 |
Release | : 2010-01-08 |
Genre | : Business & Economics |
ISBN | : 9780071639842 |
Download CustomerCentric Selling, Second Edition Book in PDF, ePub and Kindle
The Web has changed the game for your customers— 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 “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. CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’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 win—not just to stay busy Closing on the buyer’s timeline (instead of yours) Empowering buyers instead of trying to “sell” them What’s more, CustomerCentric Selling 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.
Author | : Jeff Krawitz |
Publisher | : |
Total Pages | : 290 |
Release | : 2020-04 |
Genre | : Business & Economics |
ISBN | : 9780988290259 |
Download Customer-Centric Selling--2nd Ed Book in PDF, ePub and Kindle
Author | : Michael T. Bosworth |
Publisher | : |
Total Pages | : |
Release | : 2000 |
Genre | : |
ISBN | : |
Download CustomerCentric Selling (2nd Edition). Book in PDF, ePub and Kindle
Author | : Michael T. Bosworth |
Publisher | : |
Total Pages | : |
Release | : 2004 |
Genre | : Marketing |
ISBN | : 9780071439411 |
Download Customer-Centric Selling Book in PDF, ePub and Kindle
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 sellingTM 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 SellingTM 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.
Author | : Rob Jolles |
Publisher | : Simon and Schuster |
Total Pages | : 366 |
Release | : 2012-12-11 |
Genre | : Business & Economics |
ISBN | : 1471105725 |
Download Customer Centred Selling Book in PDF, ePub and Kindle
For almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour as the customer moves through an eight-stage 'decision cycle'. Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your 'selling cycle'. At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer, making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios.
Author | : Michael T. Bosworth |
Publisher | : McGraw-Hill Companies |
Total Pages | : 278 |
Release | : 1995 |
Genre | : Business & Economics |
ISBN | : |
Download Solution Selling: Creating Buyers in Difficult Selling Markets Book in PDF, ePub and Kindle
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Author | : Keenan |
Publisher | : Sales Guy Publishing |
Total Pages | : 262 |
Release | : 2019-11-05 |
Genre | : |
ISBN | : 9781732891029 |
Download Gap Selling Book in PDF, ePub and Kindle
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
Author | : Neil Rackham |
Publisher | : Routledge |
Total Pages | : 180 |
Release | : 2020-04-28 |
Genre | : Business & Economics |
ISBN | : 1000154572 |
Download SPIN® -Selling Book in PDF, ePub and Kindle
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author | : Hugh Beyer |
Publisher | : Morgan Kaufmann |
Total Pages | : 498 |
Release | : 1998 |
Genre | : Computers |
ISBN | : 1558604111 |
Download Contextual Design Book in PDF, ePub and Kindle
This is the only book that describes a complete approach to customer-centered design, from customer data to system design. Readers will be able to develop the work models that represent all aspects of customer work practices.
Author | : Gary Walker |
Publisher | : McGraw Hill Professional |
Total Pages | : 224 |
Release | : 2013-04-19 |
Genre | : Business & Economics |
ISBN | : 007180806X |
Download The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business Book in PDF, ePub and Kindle
The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers: The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the "point of need" Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.