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CustomerCentric Selling
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Jump down to see edition details for: Hardcover | Cassette/Spoken Word
Bibliographic Detail
Publisher McGraw-Hill
Publication date December 18, 2009
Pages 290
Binding Hardcover
Edition 2
Book category Adult Non-Fiction
ISBN-13 9780071637084
ISBN-10 0071637087
Dimensions 1 by 6.25 by 9.25 in.
Weight 1.20 lbs.
Original list price $32.95
Summaries and Reviews description: Product Description:

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.

Book cover for 9780071425452 Book cover for 9780071637084
The price comparison is for this edition
With John R. Holland, Frank Visgatis | 2 edition from McGraw-Hill (December 18, 2009)
9780071637084 | details & prices | 290 pages | 6.25 × 9.25 × 1.00 in. | 1.20 lbs | List price $32.95
About: The Web has changed the game for your customers― and, therefore, for you.
With John Holland | 1 edition from McGraw-Hill (November 1, 2003)
9780071425452 | details & prices | 304 pages | 7.50 × 9.25 × 1.00 in. | 1.55 lbs | List price $29.95
About: Explains how companies can make the most out of and replicate their best sales performers, outlining a scalable and transferable sales process that identifies the strategies of successful salespeople while explaining how to enable need-oriented business practices and shorter sales cycles.
Cassette/Spoken Word
Unabridged edition from Amer Media Intl - McGraw Hill audio (November 30, 2004)
9781932378528 | details & prices | List price $24.00

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