CustomerCentric Selling | 誠品線上

CustomerCentric Selling

內容簡介

內容簡介 The Web has changed the game for your customers--and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience.Your business and its people need to be"CustomerCentric"--willing and able to identifyand serve customers' needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday's buyers no longer want or need to be soldin traditional ways.CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today's clients to achieveoptimal results: Having conversations instead ofmaking presentationsAsking relevant questions insteadof offering opinionsFocusing on solutions and notonly relationshipsTargeting businesspeople insteadof gravitating toward usersRelating product usage instead ofrelying on featuresCompeting to win--not just to stay busyClosing on the buyer's timeline(instead of yours)Empowering buyers instead of tryingto "sell" themWhat's more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization's resources. Perhaps you feelyou don't have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics--and beyond--ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you'lllearn how to make sure that each step yourbusiness takes is the right one.

作者介紹

作者介紹 Michael T. Bosworth is a cofounder of CustomerCentric Systems(R), LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California. John R. Holland is a cofounder of Customer- Centric Systems, LLC. In addition to the thought leadership that drives the CustomerCentric Selling sales methodology, he provides sales and marketing guidance to a limited number of companies. He lives in Newton, Massachusetts. Frank Visgatis is a cofounder of Customer- Centric Systems, LLC. He has trained thousands of salespeople around the world. He lives in Sutton, Massachusetts.

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