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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.
CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results:
- Having conversations instead of making presentations
- Asking relevant questions instead of offering opinions
- Focusing on solutions and not only relationships
- Targeting businesspeople instead of gravitating toward users
- Relating product usage instead of relying on features
- Competing to win—not just to stay busy
- Closing on the buyer’s timeline (instead of yours)
- Empowering buyers instead of trying to “sell” them
What’s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organization’s resources. Perhaps you feel you don’t have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basics—and beyond—of strategic budgeting and negotiation to assessing and developing the skills of your sales force, you’ll learn how to make sure that each step your business takes is the right one.
From the Back Cover
The sales classic—updated with new customer-focused methodologies!
Thanks to the web, today’s customers are savvier and more results-oriented: they do their homework. Do it for them by communicating with them in the ways that work best for them, and you’ll find that doing so works best for you, too. When they know they’re being listened to, they’ll listen back.
In CustomerCentric Selling, you’ll find practical, step-by-step tips on:
- Turning sales presentations into customer-focused conversations
- Asking the right questions—of the right people
- Empowering buyers to achieve goals, solve problems, and satisfy needs
- Developing optimal strategies for winning the vital three-month sales cycle—regardless of your client’s actual sales cycle
- Using Twitter, Facebook, LinkedIn, and other social networking sites to engage buyers and strengthen client relationships
- Defining and managing your content and revenue engines
- Optimizing the talent of salespeople and building a quality pipeline
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Customer Reviews
Let's cut to the chase: This is the best book on sales we've read in many, many years.
"CustomerCentric Selling" doesn't break new ground with sales tricks and techniques; rather, its strength is in the fact that it ties sales, marketing, and business imperatives together in a way that has the potential to turn conventional selling approaches on their collective ears.
In fact, there's a bit of a paradox here: If you're a dyed-in-the-wool software sales rep with a quota to meet or beat, you may be disappointed in this book, because you won't find any magic bullets you can employ to meet your month-end number.
If you are that beleaguered sales rep, you may even find yourself annoyed with Bosworth and Holland, because their message is that your obsession with quotas is misguided. That's easy for them to say, right? They don't have a sales VP banging them on the head every Monday morning.
But that's exactly the point: If you're that rep, get your sales VP to read "CustomerCentric Selling" Better yet, get the company's CEO, CFO, COO, CTO, VP marketing, investors, and board of directors to read it.
"CustomerCentric Selling" does such a superb job of outlining why people buy -- and when and from whom -- it should be required reading prior to the creation of any business plan.
Yes, it has the word "selling" in the title, but this book is a really a business book more than it is a sales manual.
Bosworth and Holland won't give you 15 clever opening lines for telesales, or 12 terrific PowerPoint templates. But they will help you understand what it is that you're selling, whom you should be selling it to, where you should find them, and how you can refine and manage the messaging as well as the sales process.
In other words: Read this book when you're ready to stop screwing around. Read this book when you've realized that selling to early adopters isn't really selling, it's order-taking. Read this book if you're tired of acting as referee between marketing and sales.
Although "CustomerCentric Selling" isn't written specifically to software people, the fact that the authors have spent most of their lives with technology companies permeates every page. Because it applies a sales perspective to Geof Moore's chasm concepts, the relevance for software companies is very high indeed.
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.
I work with a multi-billion dollar revenue vendor serving the bio-tech industry. I will be taking immediate action to bring Mr. Bosworth's CustomerCentric Selling organization in to assist with our sales & marketing processes.
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