{"product_id":"customercentric-selling-9780071637084","title":"CustomerCentric Selling","description":"\u003cp\u003eThe Web has changed the game for your customers--and, therefore, for you. Now, \u003ci\u003eCustomerCentric\u003c\/i\u003eSelling, 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.\u003c\/p\u003e\u003cp\u003eYour 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.\u003c\/p\u003e\u003cp\u003e\u003ci\u003eCustomerCentric Selling\u003c\/i\u003e givesyou mastery of the crucial eight aspects ofcommunicating with today's clients to achieveoptimal results: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eHaving conversations instead ofmaking presentations\u003c\/li\u003e\n\u003cli\u003eAsking relevant questions insteadof offering opinions\u003c\/li\u003e\n\u003cli\u003eFocusing on solutions and notonly relationships\u003c\/li\u003e\n\u003cli\u003eTargeting businesspeople insteadof gravitating toward users\u003c\/li\u003e\n\u003cli\u003eRelating product usage instead ofrelying on features\u003c\/li\u003e\n\u003cli\u003eCompeting to win--not just to stay busy\u003c\/li\u003e\n\u003cli\u003eClosing on the buyer's timeline(instead of yours)\u003c\/li\u003e\n\u003cli\u003eEmpowering buyers instead of tryingto \"sell\" them\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWhat's more, \u003ci\u003eCustomerCentric Selling\u003c\/i\u003e 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eMichael T. Bosworth\u003c\/b\u003e 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.\u003cbr\u003e \u003cb\u003eJohn R. Holland\u003c\/b\u003e 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.\u003cbr\u003e \u003cb\u003eFrank Visgatis\u003c\/b\u003e is a cofounder of Customer- Centric Systems, LLC. He has trained thousands of salespeople around the world. He lives in Sutton, Massachusetts.\u003c\/p\u003e\u003cbr\u003e","brand":"McGraw-Hill Companies","offers":[{"title":"Default Title","offer_id":50727758496018,"sku":"9780071637084","price":30.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_44b3e3cb-50e3-480b-80f1-4051dc3323ea.jpg?v=1734921289","url":"https:\/\/surprise-castle.myshopify.com\/products\/customercentric-selling-9780071637084","provider":"Surprise Castle","version":"1.0","type":"link"}