CustomerCentric Selling

Rating:
Summary: Long awaited & satisfies!
Review: I successfully relied on Mike Bosworth's methodology for decades as I sold "disruptive" technologies. Now a Sales and Marketing EVP, my staff, I and our customers are ready for a change.

The people who make the buy decisions now, the motivations, and every stage of the process has shifted. Buyers are more savvy. This is both a plus (it's no longer disruptive technology, but core) and a negative (because they've been burned).

These changes are met head-on in this book with practical advice that can be implemented immediately from my newbies to my seasoned reps and marketers. I'm making this text required reading for my whole staff. It helps us migrate from traditional marketing and selling to what works in today's more sophisticated environment.

Rating:
Summary: Refreshing approach to complex sales
Review: In this book you can find a refreshing approach in order to create new opportunities to sell.
Showing how to detect the capabilities your current prospect needs in order to reach his goals you can advance in the sales process without the pain and stress that all profesional sales people suffer.
The steps that Customer Centric Selling offer can help you to clarify your real chances to close a deal and this way focus your time, efforts and resources in the prospect where you can add more value.

Rating:
Summary: Diagnose Before You Prescribe
Review: The concepts contained in this book are not new. Their presentation, however, is.

The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.

There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you will gain much more-an understanding of what you sell, to whom you should be selling it and where to go to find them.If your managers read it, they will develop a new a concept of how to message and manage their sales process.

Bosworth and Holland believe customer centric selling contains seven basic concepts:
1.Sales are based on conversations, not presentations.
2.Asking relevant questions versus rendering opinions.
3.Solutions rather than relationships earn buyers' respect.
4.Target businesspeople versus users.
5.Sell usage, not reliance.
6.Salespeople manage managers rather than needing to be managed.
7.Enable buyers rather than selling them.

Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read.

Rating:
Summary: Must-read for all sales & marketing people
Review: When you know you're good and want to learn how to become great, drop what you're doing now and read this book. Co-authors Holland and Boswoth pull you up by the shorthairs to show you how to excel.