CustomerCentric Selling, Second Edition

图书标准信息

• 作者 Michael T.、John R.、Frank Visgatis 著
• 出版社 McGraw-Hill
• 出版时间 2009-12
• 版次 2
• ISBN 9780071637084
• 定价 320.00元
• 装帧 精装
• 开本 其他
• 纸张 其他
• 页数 288页
• 正文语种 英语

【内容简介】

TheWebhaschangedthegameforyourcustomers—and,therefore,foryou.Now,CustomerCentricSelling,alreadyrecognizedasoneofthepremiermethodologiesformanagingthebuyer-sellerrelationship,helpsyouleveltheplayingfieldsoyoucanreachclientswhentheyarereadytobuyandcreateasuperiorcustomerexperience.Yourbusinessanditspeopleneedtobe“CustomerCentric”—willingandabletoidentifyandservecustomers’needsinaworldwherecompetitionwaitsjustamouse-clickaway.Traditionalwisdomhaslongheldthatsellingmeansconvincingandpersuadingbuyers.Buttoday’sbuyersnolongerwantorneedtobesoldintraditionalways.CustomerCentricSellinggivesyoumasteryofthecrucialeightaspectsofcommunicatingwithtoday’sclientstoachieveoptimalresults:HavingconversationsinsteadofmakingpresentationsAskingrelevantquestionsinsteadofofferingopinionsFocusingonsolutionsandnotonlyrelationshipsTargetingbusinesspeopleinsteadofgravitatingtowardusersRelatingproductusageinsteadofrelyingonfeaturesCompetingtowin—notjusttostaybusyClosingonthebuyer’stimeline(insteadofyours)Empoweringbuyersinsteadoftryingto“sell”themWhat’smore,CustomerCentricSellingteachesandreinforceskeytacticsthatwillmakethemostofyourorganization’sresources.Perhapsyoufeelyoudon’thavethesmartestinternalsystemsinplacetoensureanidealworkflow.(Perhaps,asisalltoocommon,youlackidentifiablesystemsalmostentirely.)Fromthebasics—andbeyond—ofstrategicbudgetingandnegotiationtoassessinganddevelopingtheskillsofyoursalesforce,you’lllearnhowtomakesurethateachstepyourbusinesstakesistherightone.

【作者简介】

MichaelT.BosworthisacofounderofCustomerCentricSystems?,LLC.Hehasassistedclientsinimprovingsaleseffectivenessandshapingcustomerexperiencesince1983.HelivesinDelMar,California.JohnR.HollandisacofounderofCustomer-CentricSystems,LLC.InadditiontothethoughtleadershipthatdrivestheCustomerCentricSellingsalesmethodology,heprovidessalesandmarketingguidancetoalimitednumberofcompanies.HelivesinNewton,Massachusetts.FrankVisgatisisacofounderofCustomer-CentricSystems,LLC.Hehastrainedthousandsofsalespeoplearoundtheworld.HelivesinSutton,Massachusetts.