Customer Centric Selling

Michael T. Bosworth & John R. Holland


In Circulation

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. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals:

What will you learn from this book

  1. Understanding Customer Needs: The book emphasizes the importance of thoroughly understanding the needs and challenges of customers. Successful selling starts with a deep understanding of what the customer truly values.

  2. Customer-Centric Approach: Adopting a customer-centric mindset is crucial for effective selling. The book may provide insights into how to shift from a product-centric to a customer-centric approach.

  3. Building Relationships: Relationship-building is a key theme. The authors may discuss strategies for developing strong and lasting relationships with customers, fostering trust and loyalty.

  4. Active Listening: Effective communication involves active listening. The book may highlight the importance of listening to customers to gain insights into their priorities and concerns.

  5. Value Proposition: Crafting a compelling value proposition is essential. The book may provide guidance on how to clearly communicate the unique value that a product or service brings to the customer.

  6. Qualification Process: The authors may discuss a structured qualification process to identify and focus efforts on prospects who are the best fit for the product or service.

  7. Collaborative Selling: The book might emphasize the idea of collaborative selling, where the salesperson works with the customer to find solutions rather than simply pushing a product.

  8. Adapting to the Buyer's Journey: Understanding and aligning with the buyer's journey is critical. The book may discuss how to adapt sales strategies to different stages of the customer's decision-making process.

  9. Overcoming Objections: Addressing and overcoming customer objections is a key skill in sales. The book may provide techniques for handling objections effectively and turning them into opportunities.

  10. Measuring Success: The authors may discuss metrics and key performance indicators for evaluating the success of customer-centric selling strategies, allowing for continuous improvement.

Language English
ISBN-10 0071439463
ISBN-13 9780071439343
No of pages 258
Font Size Medium
Book Publisher McGraw-Hill
Published Date 01 Jan 2004

About Author

Related Books