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Название: Customer Centric Selling
Авторы: Bosworth M.T., Holland J.R.
The most difficult task in selling—and the number one key to success—is to get inside the head of your buyer. CustomerCentric Selling presents a dynamic process for first understanding and shaping your buyers’ concerns, then helping those same buyers visualize using your offering to achieve goals, solve problems, or satisfy needs.
Renowned sales leaders Michael Bosworth—author of the blockbuster bestseller Solutions Selling — and John Holland outline an easy-to-follow, commonsense, and proven approach to selling, one that is based on:
Engaging in directed conversations instead of making presentations
Targeting decision makers instead of product users
Asking relevant questions instead of offering personal opinions
Bosworth and Holland combine nearly three decades of experience in sales process and training. Hundreds of lessons they learned along the way are incorporated into their CustomerCentric Sales approach—an approach proven to work for sales professionals at every level, regardless of industry or product line. Let CustomerCentric Selling show you how to make this revolutionary process work for you and start you on the path to achieving long-term sales success by first forming partnerships with your buyers—based not on selling what you have but on providing what they need.