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Summary: Customer Centric Selling – Michael Bosworth and John Holland

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The must-read summary of Michael Bosworth and John Holland's book: “Customer Centric Selling: The Message Driven Sales Process”.This complete summary of the ideas from Michael Bosworth and John Holland's book “Customer Centric Selling” shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages to help customers visualise a product and how it can satisfy their needs. The authors share the 8 critical aspects that you will need to master in order to communicate these messages to your customers.Added-value of this summary: • Save time• Understand key concepts • Increase your business knowledge To learn more, read “Customer Centric Selling” and find out how you can create sales-ready messages that will dramatically increase your sales figures.
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Quotes

  • geraldineyilinkhohas quoted8 years ago
    CCS empowers buyers to solve their own problems with the use of your product or service.
    “In order to be effective, a salesperson must be able to relate his or her offering to the buyer in a way that will allow the buyer to visualize using it to achieve a goal, solve a problem, or satisfy a need. This, in turn, requires a conversation. For a variety of reasons, though, only a small percentage of salespeople are able to converse effectively with decision makers. And presentation software -slick and eye-catching as it can be – can undermine those talented few. CustomerCentric Selling has been designed to help you engage in relevant, situation-specific conversations with decision makers, without having to depend on canned presentations. In short, we can help you become more effective.”

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