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lgli/by Michael T. Bosworth & John R. Holland - CustomerCentric Selling @Team LiB (McGraw-Hill).epub
CustomerCentric Selling @Team LiB 🔍
by Michael T. Bosworth & John R. Holland McGraw-Hill School Education Group, 1st ed, New York, New York State, 2004
英语 [en] · 中文 [zh] · EPUB · 1.9MB · 2004 · 📘 非小说类图书 · 🚀/lgli/zlib · Save
描述
Published 2004, 258 pages.
备用文件名
zlib/no-category/by Michael T. Bosworth & John R. Holland/CustomerCentric Selling @Team LiB_18222649.epub
备选作者
Bosworth,Michael T., Holland,John R., Bosworth, Michael, Holland, John
备选作者
Michael Bosworth, John Holland, Michael T Bosworth
备选作者
Michael T Bosworth, Michael Bosworth, John Holland
备选作者
Holland, John R.;Bosworth, Michael T
备用出版商
Irwin Professional Publishing
备用出版商
Oracle Press
备用出版商
McGraw Hill
备用版本
McGraw Hill LLC Professional Division, New York, N.Y., 2004
备用版本
United States, United States of America
备用版本
1 edition, November 21, 2003
备用版本
New York, 2003
备用版本
1, PT, 2003
元数据中的注释
lg2638391
备用描述
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to'clone'their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM 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 SellingTM 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: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
备用描述
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLINGThe program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers.CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM 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 SellingTM 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:Transform sales calls into interactive conversationsPosition their offerings in relation to buyer needsFacilitate a more consistent customer experienceAchieve shorter sales cyclesIntegrate sales and marketing into a cooperative, cross-functional teamCustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
备用描述
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling TM 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 TM 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
备用描述
Introduction
What is customer centric selling
Options
the fuel that drives corporations
Success without sales-ready messaging
Core concepts of customercentric selling
Defining the sales process
Integrating the sales and marketing processes
Features vs. customer usage
Creating sales-ready messaging
Marketing's role in demand creation
Business development
Developing buyer vision through sales-ready marketing
Qualifying buyers
Negotiating and managing a sequence of events
Negotiation-the final hurdle
备用描述
"CustomerCentric Selling will show you how to transform each sales call from an annoying, artificial one-way speech into a productive, genuine two-way conversation. It will help you understand and shape your customers' needs, and then - and only then - reveal to your customer how your offering will fulfill those needs in the most cost-effective, meaningful, and customer-centric manner possible."--Jacket
备用描述
Explains how companies can make the most out of and replicate their best sales performers, outlining a scalable and transferable sales process that identifies the strategies of successful salespeople while explaining how to enable need-oriented business practices and shorter sales cycles. $50,000 ad/promo.
开源日期
2021-11-29
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