Facebook Twitter Pinterest <Einbetten>
Derzeit nicht verfügbar.
Ob und wann dieser Artikel wieder vorrätig sein wird, ist unbekannt.
Möchten Sie verkaufen?
Zur Rückseite klappen Zur Vorderseite klappen
Hörprobe Wird gespielt... Angehalten   Sie hören eine Hörprobe des Audible Hörbuch-Downloads.
Mehr erfahren
Dieses Bild anzeigen

Customercentric Selling (Englisch) Audio-CD – Gekürzte Ausgabe, Audiobook

Alle 6 Formate und Ausgaben anzeigen Andere Formate und Ausgaben ausblenden
Neu ab Gebraucht ab
Kindle Edition
"Bitte wiederholen"
Audio-CD, Gekürzte Ausgabe, Audiobook
"Bitte wiederholen"
Kunden haben auch diese verfügbaren Artikel angesehen
click to open popover

Welche anderen Artikel kaufen Kunden, nachdem sie diesen Artikel angesehen haben?

Es wird kein Kindle Gerät benötigt. Laden Sie eine der kostenlosen Kindle Apps herunter und beginnen Sie, Kindle-Bücher auf Ihrem Smartphone, Tablet und Computer zu lesen.

  • Apple
  • Android
  • Windows Phone

Geben Sie Ihre Mobiltelefonnummer ein, um die kostenfreie App zu beziehen.

Jeder kann Kindle Bücher lesen — selbst ohne ein Kindle-Gerät — mit der KOSTENFREIEN Kindle App für Smartphones, Tablets und Computer.




This title contains strategies for looking past your products - to uncover what your buyers want. The most difficult task in selling - and the number one key to success - is to get inside the head of your buyer. "CustomerCentric Selling" presents a dynamic process for first understanding and shaping your buyers' concerns, then helping those same buyers visualize using your offering to achieve goals, solve problems, or satisfy needs.Renowned sales leaders Michael Bosworth - author of the blockbuster bestseller "Solution Selling" - and John Holland outline an easy-to-follow, commonsense, and proven-successful approach to selling, one that is based on: engaging in directed conversations instead of making presentations; asking relevant questions instead of offering personal opinions; and targeting decision makers instead of product users. Bosworth and Holland combine nearly three decades of experience in sales process and training. Hundreds of lessons they learned along the way are incorporated into their CustomerCentric Sales approach - an approach proven to work for sales professionals at every level, regardless of industry or product line.Let "CustomerCentric Selling" show you how to make this revolutionary process work for you, and start you on the path to achieving long-term sales success by first forming partnerships with your buyers - based not on selling what you have but on providing what they need.

'Customercentric behavior has seven basic tenets. These are explained in sequence in the first chapter. As you read these descriptions, we invite you to imagine a spectrum of selling behaviour - ranging from traditional on one end to customercentric on the other - and to locate yourself on that spectrum. Are you where you want to be, to be as successful as you can be? 'If not, what needs to change?' - From Chapter 1.You're probably a successful salesperson, sales manager, sales executive, or CEO. You may even be one of the best. "CustomerCentric Selling" can help you to be even better. Better in that you will stop thinking in terms of your products and their features, and start thinking in terms of your buyers and their goals, problems, and needs. Better in that you will stop forcing products on buyers, and instead start allowing them to convince themselves of their need for your offerings. Better in that you will stop giving long-winded, opinion-laden speeches to lower-level 'buyers', and instead begin to have no-nonsense, results-oriented business conversations with decision makers.Better at virtually every stage of your approach.

Whether you are new to sales or a CEO, the market-proven methods outlined in "CustomerCentric Selling" will show you how to: move beyond impersonal presentations to engage in situation-specific, one-to-one conversations with key decision makers; consistently use sales-ready messaging to ensure your approach is both meaningful and on target; move buyers from focusing on what your product can do for them to focusing on what they can do with your product; convert your product's features into four-step, targeted usage scenarios that drive right to the heart of your buyer's needs; and, transform the sell cycle from a realm of mystery to a rational, orderly, and cooperative process with individual buyers and even committees."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 customercentric manner possible. -- Dieser Text bezieht sich auf eine vergriffene oder nicht verfügbare Ausgabe dieses Titels.


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
-- Dieser Text bezieht sich auf eine andere Ausgabe: Gebundene Ausgabe.

Alle Produktbeschreibungen


Noch keine Kundenrezensionen vorhanden.
5 Sterne
4 Sterne
3 Sterne
2 Sterne
1 Stern
Sagen Sie Ihre Meinung zu diesem Artikel

Die hilfreichsten Kundenrezensionen auf Amazon.com

Amazon.com: 4,3 von 5 Sternen 38 Rezensionen
3,0 von 5 SternenHard read but worth it
am 14. Juni 2016 - Veröffentlicht auf Amazon.com
Verifizierter Kauf
Eine Person fand diese Informationen hilfreich.
5,0 von 5 SternenSelling at its best!
am 13. Dezember 2012 - Veröffentlicht auf Amazon.com
Verifizierter Kauf
2 Personen fanden diese Informationen hilfreich.
5,0 von 5 SternenCurrent state of the art selling methodology, specially for software
am 21. Mai 2010 - Veröffentlicht auf Amazon.com
Verifizierter Kauf
5,0 von 5 SternenFabulous
am 21. Mai 2016 - Veröffentlicht auf Amazon.com
Verifizierter Kauf
10 Personen fanden diese Informationen hilfreich.
5,0 von 5 SternenVirtuoso speaks with brilliant clarity and practical detail
am 26. Dezember 2003 - Veröffentlicht auf Amazon.com
Verifizierter Kauf
Möchten Sie weitere Produkte entdecken? Weitere Informationen finden Sie auf dieser Seite: Gläser

Wo ist meine Bestellung?

Versand & Rücknahme

Brauchen Sie Hilfe?