The Web has changed the game for your customersâ 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 âCustomerCentricââwilling and able to identify and serve customersâ 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 todayâs 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 todayâs 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 winânot just to stay busy
- Closing on the buyerâs timeline (instead of yours)
- Empowering buyers instead of trying to âsellâ them
Whatâs more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizationâs resources. Perhaps you feel you donât 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 basicsâand beyondâof strategic budgeting and negotiation to assessing and developing the skills of your sales force, youâll learn how to make sure that each step your business takes is the right one.
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.
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