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Title: CustomerCentric Selling by Michael Bosworth, John Holland, Michael Bosworth, John Holland ISBN: 0-07-142545-4 Publisher: McGraw-Hill Pub. Date: 21 November, 2003 Format: Hardcover Volumes: 1 List Price(USD): $29.95 |
Average Customer Rating: 4.43 (14 reviews)
Rating: 5
Summary: Refreshing approach to complex sales
Comment: In this book you can find a refreshing approach in order to create new opportunities to sell.
Showing how to detect the capabilities your current prospect needs in order to reach his goals you can advance in the sales process without the pain and stress that all profesional sales people suffer.
The steps that Customer Centric Selling offer can help you to clarify your real chances to close a deal and this way focus your time, efforts and resources in the prospect where you can add more value.
Rating: 5
Summary: Diagnose Before You Prescribe
Comment: The concepts contained in this book are not new. Their presentation, however, is.
The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.
There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you will gain much more-an understanding of what you sell, to whom you should be selling it and where to go to find them.If your managers read it, they will develop a new a concept of how to message and manage their sales process.
Bosworth and Holland believe customer centric selling contains seven basic concepts:
1.Sales are based on conversations, not presentations.
2.Asking relevant questions versus rendering opinions.
3.Solutions rather than relationships earn buyers' respect.
4.Target businesspeople versus users.
5.Sell usage, not reliance.
6.Salespeople manage managers rather than needing to be managed.
7.Enable buyers rather than selling them.
Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read.
Rating: 5
Summary: Must-read for all sales & marketing people
Comment: When you know you're good and want to learn how to become great, drop what you're doing now and read this book. Co-authors Holland and Boswoth pull you up by the shorthairs to show you how to excel.
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Title: The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell by Keith M Eades, Keith Eades ISBN: 0071435395 Publisher: McGraw-Hill Pub. Date: 28 November, 2003 List Price(USD): $29.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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Title: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull ISBN: 0471431516 Publisher: John Wiley & Sons Pub. Date: 02 May, 2003 List Price(USD): $24.95 |
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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Title: The Team Selling Solution : Creating and Managing Teams That Win the Complex Sale by Steve Waterhouse ISBN: 007141097X Publisher: McGraw-Hill Pub. Date: 29 August, 2003 List Price(USD): $24.95 |
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