Customer Centric Selling, Second Edition by Michael T. Bosworth, John R. Holland, and Frank Visgatis
Requirements: Any PDF Reader, 1.4 MB
Overview: The Web has changed the game for your customers— and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.
CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results:
* Having conversations instead of making presentations
* Asking relevant questions instead of offering opinions
* Focusing on solutions and not only relationships
* Targeting businesspeople instead of gravitating toward users
* Relating product usage instead of relying on features
* Competing to win—not just to stay busy
* Closing on the buyer’s timeline (instead of yours)
* Empowering buyers instead of trying to “sell” them
Genre: Economics and finances
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