CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues.
CustomerCentric Selling shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals:
©2004 McGraw-Hill; (P)2004 AMI
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"Just a big ad"
This book is nothing more than an ad for the consulting services of the authors. Long on what not to do, short on what to do. Very boring narrator as well.
"Great, Relevant Content"
I've been a believer in customer centric selling for some time but had never read the book. It reinforced my beliefs and gives and excellent context for successful selling. I highly recommend. My only quibble is with the
reader/narrator. He's a little to old time radio announcer for my taste and it gets a little irritating. Also the book could use a little updating, although it is not a fatal flaw by any means.
It's a really good book to review when starting a new job. The techniques can be applied to most enterprise sales situations.
New Solution Selling
Let's get real or not play
This book is excellent for any sales manager looking for greater control over his team pipeline and sales process. The book teaches a pragmatic organization of the sales process and provides great insights to the buyer purchasing process. My adivece: listen and use it!
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