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Informationen zum Autor McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Klappentext The Web has changed the game for your customers-and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be"CustomerCentric"-willing and able to identifyand serve customers' needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday's buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today's clients to achieveoptimal results:Having conversations instead ofmaking presentationsAsking relevant questions insteadof offering opinionsFocusing on solutions and notonly relationshipsTargeting businesspeople insteadof gravitating toward usersRelating product usage instead ofrelying on featuresCompeting to win-not just to stay busyClosing on the buyer's timeline(instead of yours)Empowering buyers instead of tryingto "sell" them What's more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization's resources. Perhaps you feelyou don't have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics-and beyond-ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you'lllearn how to make sure that each step yourbusiness takes is the right one. Zusammenfassung The classic guide to B2B selling--updated with the newest digital strategies Inhaltsverzeichnis Contents Acknowledgments Chapter 1What Is Customer-Centric Selling? Chapter 2Opinions-The Fuel That Drives Corporations Chapter 3Success without Sales-Ready Messaging Chapter 4Core Concepts of CustomerCentric Selling Chapter 5Defining the Sales Process Chapter 6Integrating the Sales and Marketing Processes Chapter 7Features versus Customer Usage Chapter 8Creating Sales-Ready Messaging Chapter 9Marketing's Role in Demand Creation Chapter 10Business Development: The Hardest Part of a Salesperson's Job Chapter 11Developing Buyer Vision through Sales-Ready Messaging Chapter 12Qualifying Buyers Chapter 13Negotiating and Managing a Sequence of Events Chapter 14Negotiation: The Final Hurdle Chapter 15Proactively Managing Sales Pipelines and Funnels Chapter 16Assessing and Developing Salespeople Chapter 17Driving Revenue via Channels Chapter 18From the Classroom to the Boardroom Index ...
