CustomerCentric selling 1st Edition by Michael Bosworth, John Holland 0071425454 9780071425452

CustomerCentric selling 1st Edition by Michael Bosworth, John Holland – Ebook PDF Instant Download/Delivery: 0071425454, 9780071425452

Full download CustomerCentric selling 1st Edition after payment

Product details:

ISBN 10: 0071425454

ISBN 13: 9780071425452 

Author: Michael T. Bosworth; John R. Holland

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING 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. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

CustomerCentric selling 1st Table of contents:

Chapter 1 What Is Customer-Centric Selling?

What Is Customer-Centric Behavior?

Even the “Naturals” Can Improve

Chapter 2 Opinions—The Fuel That Drives Corporations

Who’s Responsible for What?

Hiring and Training: Where Selling Begins

Positioning: The Next Challenge

Why Not Lead with Features?

Opinions: Right and Wrong

Turning Opinions into a Forecast

Aiming for Best Practices

Chapter 3 Success without Sales-Ready Messaging

Understanding the Early Market

Understanding Mainstream-Market Buyers

Crossing the Chasm

Postchasm Sellers

Winging It

What about the Naturals?

Punished for Success

A Changing Context

The 72 Percent Zone

Chapter 4 Core Concepts of CustomerCentric Selling

You Get Delegated to the People You Sound Like

Take the Time to Diagnose before You Offer a Prescription

People Buy from People Who Are Sincere and Competent, and Who Empower Them

Don’t Give without Getting

You Can’t Sell to Someone Who Can’t Buy

Bad News Early Is Good News

No Goal Means No Prospect

People Are Best Convinced by Reasons They Themselves Discover

When Selling, Your Expertise Can Become Your Enemy

The Only Person Who Can Call It a Solution Is the Buyer

Make Yourself Equal, Then Make Yourself Different—or You’ll Just Be Different

Emotional Decisions Are Justified by Value and Logic

Don’t Close before the Buyer Is Ready to Buy

Chapter 5 Defining the Sales Process

Defining the Sales Process

The Trouble with the Data

Fire Drills and Hail Marys

Shaping Your Perception in the Marketplace

What Are the Component Parts?

More than One Process

Targeted Conversations

The Wired versus the Unwired

Further Segmentation Opportunities

The Clean Sheet of Paper

Process Is Structure

Chapter 6 Integrating the Sales and Marketing Processes

A Natural Integration

Learning from the Web

Toward a Selling Architecture

Chapter 7 Features versus Customer Usage

The Pinocchio Effect

Features and Benefits

Information or Irritation?

The Power of Usage Scenarios

The Shared Mission

Chapter 8 Creating Sales-Ready Messaging

A Caveat

Titles plus Goals Equals Targeted Conversations

Next Step: Solution Development Prompters

Back to the Usage Scenario

The Templates

Closing Observations

Chapter 9 Marketing’s Role in Demand Creation

Leads and Prospects

The Bottom Line on Budgets

Starting Out as Column B

Marketing and Leads

Brochures and Collateral

Trade Shows

Seminars

Advertising

Web Sites

Letters, Faxes, and Emails

Redefining Marketing’s Role in Demand Creation

Chapter 10 Business Development: The Hardest Part of a Salesperson’s Job

The Psychology of Prospecting

Telemarketing and Stereotypes

Some Basic Techniques

Generating Incremental Interest

Some Common Scenarios

The Power of Referrals

Letters/Faxes/Emails

Prospecting plus Qualifying Equals Pipeline

Chapter 11 Developing Buyer Vision through Sales-Ready Messaging

Patience and Intelligence

Good Questions, in the Right Sequence

A Good Conversation

Competing for the Silver Medal?

Vision Building around a Commodity

Chapter 12 Qualifying Buyers

Qualifying a Champion

Following Up on the Champion Letter

Qualifying Key Players

Qualifying RFPs

Chapter 13 Negotiating and Managing a Sequence of Events

Getting the Commitment

Keeping Committees on Track

Gaining Visibility and Control of Sales Cycles

Why Would Either Party Withdraw?

Reframing the Concept of Selling

Mainstream-Market Buyers

Chapter 14 Negotiation: The Final Hurdle

Traditional Buyers and Sellers

The Six Most Expensive Words

The Power of Posturing

Negotiating

The Conditional “Give” and Close

Apples and Oranges

Summary

Chapter 15 Proactively Managing Sales Pipelines and Funnels

Milestones: Getting the Terms Straight

Chapter 16 Assessing and Developing Salespeople

Golf Is Easier

Assessment: What Doesn’t Work

Performance Does Not Always Mean Skill Mastery

Seven Selling Skills

Leveraging Manager Experience

Tomorrow Is the First Day of the Rest of Your Sales Career

Chapter 17 Driving Revenue via Channels

Getting the Right Coverage

Who’s in Charge?

Applying Customer-Centric Principles to Channels

Fixing Broken Channels

Chapter 18 From the Classroom to the Boardroom

Key to Implementation

Suggested Approach

Making Your Sales Process a Competitive Advantage

People also search for CustomerCentric selling 1st: 

customer centric selling

customer centric selling summary

customer-centric selling example

6sense customer stories

Tags:

Michael Bosworth,John Holland,CustomerCentric,selling