Customercentric Selling

The sales classic—updated with newcustomer-focused methodologies!Thanks to the web, today’s customers are savvier and more results-oriented: they do theirhomework. Do it for them by communicating with them in the ways that work best for them,and you’ll find that doing so works best for you, too. When they know they’re being listenedto, they’ll listen back.In CustomerCentric Selling, you’ll find practical, step-by-step tips on:Turning sales presentations intocustomer-focused conversationsAsking the right questions—of the right peopleEmpowering buyers to achieve goals,solve problems, and satisfy needsDeveloping optimal strategies for winning the vital three-monthsales cycle—regardless of your client’s actual sales cycleUsing Twitter, Facebook, LinkedIn, and othersocial networking sites to engage buyers andstrengthen client relationshipsDefining and managing your content and revenue enginesOptimizing the talent of salespeople andbuilding a quality pipelineBiographie de l'auteurMichael T. Bosworth is a cofounder ofCustomerCentric Systems®, LLC. He has assistedclients in improving sales effectiveness andshaping customer experience since 1983. He livesin Del Mar, California.John R. Holland is a cofounder of Customer-Centric Systems, LLC. In addition to the thoughtleadership that drives the CustomerCentric Sellingsales methodology, he provides sales and marketingguidance to a limited number of companies. Helives in Newton, Massachusetts.Frank Visgatis is a cofounder of Customer-Centric Systems, LLC. He has trained thousandsof salespeople around the world. He lives inSutton, Massachusetts.