CUSTOMERCENTRIC SELLING BOSWORTH M.T. HOLLAND J.R. VISGATIS F. Księgarnia

The sales classic—updated with new customer-focused methodologies!

Thanks to the web, today’s customers are savvier and more results-oriented: they do their homework. 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 listened to, they’ll listen back.

In CustomerCentric Selling, you’ll find practical, step-by-step tips on:

Turning sales presentations into customer-focused conversations
Asking the right questions—of the right people
Empowering buyers to achieve goals, solve problems, and satisfy needs
Developing optimal strategies for winning the vital three-month sales cycle—regardless of your client’s actual sales cycle
Using Twitter, Facebook, LinkedIn, and other social networking sites to engage buyers and strengthen client relationships
Defining and managing your content and revenue engines
Optimizing the talent of salespeople and building a quality pipeline

Michael T. Bosworth is a cofounder of CustomerCentric Systems®, 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.

Table of Contents

Acknowledgments
Ch. 1    What Is Customer-Centric Selling?    1
Ch. 2    Opinions - The Fuel That Drives Corporations 11
Ch. 3   Success without Sales-Ready Messaging    29
Ch. 4   Core Concepts of CustomerCentric Selling     47
Ch. 5   Defining the Sales Process    61
Ch. 6   Integrating the Sales and Marketing Processes     81
Ch. 7    Features versus Customer Usage     89
Ch. 8    Creating Sales-Ready Messaging     99
Ch. 9    Marketing's Role in Demand Creation    115
Ch. 10   Business Development: The Hardest Part of a Salesperson's Job    135
Ch. 11    Developing Buyer Vision through Sales-Ready Messaging 151
Ch. 12   Qualifying Buyers   167
Ch. 13 Negotiating and Managing a Sequence of Events     181
Ch. 14   Negotiation: The Final Hurdle    193
Ch. 15    Proactively Managing Sales Pipelines and Funnels 207
Ch. 16    Assessing and Developing Salespeople 217
Ch. 17    Driving Revenue via Channels     235
Ch. 18    From the Classroom to the Boardroom 245
    Index    251

260 pages, Hardcover

Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.