- B2B Marketing Book Club
About the Authors:
Michael T. Bosworth is a cofounder of CustomerCentric Systems, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. John R. Holland is a cofounder of CustomerCentric Systems, LLC. Providing sales and marketing guidance to a number of companies, John has over 20 years in sales and sales management experience. John speaks for SMEI, AMA and Software Success. His articles have been published in Sales and Marketing Executive Report, Selling Power and American Salesman. Frank Visgati is a cofounder of CustomerCentric Systems, LLC. He has trained thousands of salespeople around the world.
About the Book:
Thanks to the Web, today’s customers are more savvy and results-oriented than ever. CustomerCentric Selling provides the top methods for managing the buyer-seller relationship and helps you make the most out of your organization's resources.
Learn to master the eight essential facets of client communication:
- Create conversations not presentations
- Focus on solutions
- Compete to win
- Ask relevant questions
- Target business people instead of users
- Relate product usage instead of relying on features
- Empower buyers instead of “selling” to them
- Close on a buyer’s timeline instead of yours
Discover the key tactics to developing the right skills for your sales force and learn how to make sure each step taken in your business is the right step.