| 商家名称 | 信用等级 | 购买信息 | 订购本书 |
 |
 |
CustomerCentric Selling, Second Edition |  |
 |
|
CustomerCentric Selling, Second Edition | |
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.
作者简介Michael T. Bosworth is a cofounder of CustomerCentric Systems?, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California.
John R. Holland 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.
Frank Visgatis is a cofounder of Customer- Centric Systems, LLC. He has trained thousands of salespeople around the world. He lives in Sutton, Massachusetts.
Contents
Acknowledgments
Chapter 1What Is Customer-Centric Selling?
Chapter 2Opinions―The Fuel That Drives Corporations
Chapter 3Success without Sales-Ready Messaging
Chapter 4Core Concepts of CustomerCentric Selling
Chapter 5Defining the Sales Process
Chapter 6Integrating the Sales and Marketing Processes
Chapter 7Features versus Customer Usage
Chapter 8Creating Sales-Ready Messaging
Chapter 9Marketing’s Role in Demand Creation
Chapter 10Business Development: The Hardest Part of a Salesperson’s Job
Chapter 11Developing Buyer Vision through Sales-Ready Messaging
Chapter 12Qualifying Buyers
Chapter 13Negotiating and Managing a Sequence of Events
Chapter 14Negotiation: The Final Hurdle
Chapter 15Proactively Managing Sales Pipelines and Funnels
Chapter 16Assessing and Developing Salespeople
Chapter 17Driving Revenue via Channels
Chapter 18From the Classroom to the Boardroom
Index
网友对CustomerCentric Selling, Second Edition的评论
This book is very hard to read as it reads like a text book. Once you get into the first couple of chapters it does provide some very practical steps to help provide a good selling process. Some of the terms and graphs are hard to follow and may seem like busy work but I will definitely be making an attempt to get better as a salesman using the tricks. I would say this book only provides a software sale and does not do a good job with commoditized products. There is 1 chapter on products and services but not anything to sneeze over. Overall I did learn more than I expected.
I had to purchase this book as a onboarding process for a new job. At first I was a little skeptical but once I started to read it, I thought to myself , " Wow, this is good stuff."
It was great because as I finished the book and started a new position we started talking about and it all started to make sense.
This is an awesome read, and it has helped me close alot of business as a Sales Consultant for a Software Firm.
As the world changes we must continue to adapt with all the new social media and sales methods.
I stand by the customer centric approach and will recommend any sales professional to read it if you want to have an edge in the business.
Agian, get this book, if anything buy the kindle version for next to nothing and I promise it will increase your sales pipeline and help you close.
Best,
D
Customer Centric Selling or CCS for short is an excellent sales methodology. It looks like the last version in a series of books that has been written in the last 15 years or so. It started with Solution Selling by some of the authors of CCS.
The book can be seen as a companion to the courses offered with the same name. The interesting thing is that most of what is essential in the course is in the book. One may think that the book is enough for you to go on and practice the method. This may work well for seasoned people. I would say that the book is a companion to the course, because some concepts are better explained in the book, on the other side the course provides a person with some role playing experience that will help in learning a new method.
The methodology behind this book is very logical. The key framework, that you have behind it, is to make the sales effort a project to help the customer follow a series of steps in a major decision process related to buying a product or solution to a business problem. The fact that the book has examples related to software products make it very useful if one is in this business. CCS is a methodology that also makes sense specially for consultants, who have to identify a problem, and guide the customer through a decision process that will result in the proper solution.
I've read all the top, 'usual suspect' sales books. Before reading CustomerCentric Selling, I was most impressed with Mastering the Complex Sale, by Jeff Thull. Mr. Thull has summarized current sales challenges in a very compelling and distinctive way. However Mike Bosworth demonstrates that he is the true thought-leader, the virtuoso in this field, and is most generous in providing a wealth of practical how to detail that isn't the case in Mr Thull's book.
I work with a multi-billion dollar revenue vendor serving the bio-tech industry. I will be taking immediate action to bring Mr. Bosworth's CustomerCentric Selling organization in to assist with our sales & marketing processes.
Thumbs up!
喜欢CustomerCentric Selling, Second Edition请与您的朋友分享,由于版权原因，读书人网不提供图书下载服务
