Marketing, Marketing & Sales, Management & Leadership

CustomerCentric Selling, Second Edition

Name: CustomerCentric Selling, Second Edition
Author: Michael T. Bosworth
ISBN: 9780071639842

by Michael T. Bosworth

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Overview

The classic B2B selling guide—now updated for the digital age

In the Internet age, Relationship Selling is more vital than ever for winning over customers. Now, this fully-revised and expanded Second Edition of the B2B bible gives you the power to reach clients wherever they buy, and create a superior customer experience. Buyers have changed in the past few years: They’re savvier, better informed, and more results-oriented. Gone are the days when sellers could let the products do the talking for them. Created to help businesses like yours better understand the goals and needs of customers—the ones you have as well as the ones you want to have—CustomerCentric Selling, 2nd Edition highlights recent changes in the marketplace, and gives practical, step-by-step tips on a wide range of topics, including:

Using Twitter, FaceBook, LinkedIn and other social networking sites to engage buyers and strengthen client relationships
Turning sales presentations into customer-focused conversations
Empowering buyers to attain goals, solve problems, satisfy needs
Developing highly effective strategies for winning the three-month sales cycle

Synopsis

The Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be“CustomerCentric”—willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results: Having conversations instead ofmaking presentations Asking relevant questions insteadof offering opinions Focusing on solutions and notonly relationships Targeting businesspeople insteadof gravitating toward users Relating product usage instead ofrelying on features Competing to win—not just to stay busy Closing on the buyer’s timeline(instead of yours) Empowering buyers instead of tryingto “sell” them What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics—and beyond—ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.

About the Author, Michael T. Bosworth

Michael T. Bosworth cofounded

CustomerCentric Systems® (CCS). He created the

buyer-oriented sales methodology Solution Selling.

John R. Holland is a cofounder of CCS

whose articles have been published in Sales and Marketing

Executive Report, Selling Power, and American Salesman.

Frank Visgatis is cofounder of CCS.