CustomerCentric Selling

  • 4h 34m 22s
  • John R. Holland, Michael T. Bosworth
  • Recorded Books, Inc.
  • 2004

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.

In this Audiobook

  • Chapter 1: What Is CustomerCentric Selling?
  • Chapter 4: Opinions—The Fuel That Drives Corporations
  • Chapter 5: Success without Sales-Ready Messaging
  • Chapter 6: Core Concepts of CustomerCentric Selling
  • Chapter 7: Defining the Sales Process
  • Chapter 8: Integrating the Sales and Marketing Processes
  • Chapter 9: Features Versus Customer Usage
  • Chapter 10: Creating Sales-Ready Messaging
  • Chapter 11: Marketing's Role in Demand Creation
  • Chapter 12: Business Development: The Hardest Part of a Salesperson's Job
  • Chapter 13: Developing Buyer Vision through Sales-Ready Messaging
  • Chapter 15: Negotiating and Managing a Sequence of Events
  • Chapter 16: Negotiation: The Final Hurdle