Customercentric Selling
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Customercentric Selling Second Edition
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Author : Michael T. Bosworth
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-01-08
Customercentric Selling Second Edition written by Michael T. Bosworth and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-01-08 with Business & Economics categories.
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.
The Customercentric Selling Field Guide To Prospecting And Business Development Techniques Tools And Exercises To Win More Business
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Author : Gary Walker
language : en
Publisher: McGraw Hill Professional
Release Date : 2013-04-19
The Customercentric Selling Field Guide To Prospecting And Business Development Techniques Tools And Exercises To Win More Business written by Gary Walker and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04-19 with Business & Economics categories.
The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers: The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the "point of need" Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.
Customer Centric Selling
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Author : Michael T. Bosworth
language : en
Publisher:
Release Date : 2004
Customer Centric Selling written by Michael T. Bosworth and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Marketing categories.
The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers. CEOs would pay anything to replicate their best salespeople; CustomerCentric sellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations.
Customercentric Selling 2nd Edition
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Author : Michael T. Bosworth
language : en
Publisher:
Release Date : 2000
Customercentric Selling 2nd Edition written by Michael T. Bosworth and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with categories.
The Customercentric Selling Field Guide To Prospecting And Business Development
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Author : Gary A. Walker
language : en
Publisher:
Release Date : 2013
The Customercentric Selling Field Guide To Prospecting And Business Development written by Gary A. Walker and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Electronic books categories.
Showing sales professionals how to listen rather than talk; and ask questions rather than state opinions; this revolutionary guide presents the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. --
Customer Centric Selling 2nd Ed
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Author : Jeff Krawitz
language : en
Publisher:
Release Date : 2020-04
Customer Centric Selling 2nd Ed written by Jeff Krawitz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04 with Business & Economics categories.
Customer Centric Selling Vers 2a
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Author : Jeff Krawitz
language : en
Publisher: Wessex, Incorporated
Release Date : 2022-09
Customer Centric Selling Vers 2a written by Jeff Krawitz and has been published by Wessex, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09 with Business & Economics categories.
Over the years, I developed and evolved the Consultative Sales Model that is the basis of this book. It all started with that presentation to my new direct reports at AMD and my desire to "get inside their heads". Chris Anderson, owner of the TED conferences, clearly emphasizes this point: So, language works its magic only to the extent that it is shared by the speaker and listener. And there's the clue to how to achieve the miracle of re-creating your idea in someone else's brain. You can only use the tools that your audience has access to. If you start only with your language, your concepts, your assumptions, your values, you will fail. So instead, start with theirs. It's only from that common ground that they can begin to build your idea inside their minds.1 That is the essence of customer-centric consultative selling. I have worked for the past four decades to discover and refine what it takes to be truly customer-centric in business. I
Customer Centric Marketing Strategies Tools For Building Organizational Performance
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Author : Kaufmann, Hans-Ruediger
language : en
Publisher: IGI Global
Release Date : 2012-11-30
Customer Centric Marketing Strategies Tools For Building Organizational Performance written by Kaufmann, Hans-Ruediger and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-30 with Business & Economics categories.
As customer orientation continues to gain importance in the marketing field, there has been a growing concern for organizations to implement effective customer centric policies. Customer-Centric Marketing Strategies: Tools for Building Organizational Performance provides a more conceptual understanding on customer-centric marketing strategies as well as revealing the success factors of these concepts. This book will discuss how to improve the organizations financial and marketing performance.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Customer Centric Selling
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Author : Jeff Krawitz
language : en
Publisher:
Release Date : 2022-09
Customer Centric Selling written by Jeff Krawitz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09 with categories.