CustomerCentric Selling by Michael Bosworth
Presents a process for first understanding and shaping your buyers' concerns, then helping them visualize using your offering to achieve goals, solve problems, or satisfy needs. This book outlines an approach to selling, one that is based on: engaging in directed conversations instead of making presentations, and asking relevant questions.
Michael Bosworth and John Holland are cofounders of CustomerCentric Selling. Bosworth is the author of the seminal bestseller Solution Selling. He has helped tens of thousands of salespeople and executives define and implement new selling methodologies. Holland, formerly with IBM's General Systems Division, has trained hundreds of sales organizations in the United States, Europe, Australia, and Canada.
| SKU | Unavailable |
| ISBN 13 | 9780071425452 |
| ISBN 10 | 0071425454 |
| Title | CustomerCentric Selling |
| Author | Michael Bosworth |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | McGraw-Hill Education - Europe |
| Year published | 2003-12-16 |
| Number of pages | 272 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |