FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTMexplains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTMshows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: <ul>
<li>Transform sales calls into interactive conversations </li>
<li>Position their offerings in relation to buyer needs </li>
<li>Facilitate a more consistent customer experience </li>
<li>Achieve shorter sales cycles </li>
<li>Integrate sales and marketing into a cooperative, cross-functional team </li>
</ul>
CustomerCentric SellingTMdetails a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

CustomerCentric Selling

Business & Money

Bosworth, Michael

Bosworth,Michael T.

Holland,John R.

Holland, John.

Marketing & Sales

McGraw=Hill

Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers―purely a left brain exercise, which turns buyers off. This book explains a better way.” ―John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” ―Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” ―Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” ―David R. Hibbard, President, Dialexis Inc™ “What Great Salespeople Do humanizes the sales process.” ―Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution―utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” ―Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: 
This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework―helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to:
<ul>
<li>Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged </li>
<li>Use the power of story to influence buyers to change </li>
<li>Make your ideas, beliefs, and experiences “storiable” using a proven story structure </li>
<li>Build a personal inventory of stories to use throughout your sales cycle </li>
<li>Tell your stories with authenticity and real passion </li>
<li>Use empathic listening to get others to reveal themselves </li>
<li>Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers</li>
</ul>
Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

Zoldan, Ben

What Great Salespeople Do (PB): The Science of Selling Through Emotional Connection and the Power of Story

Management & Leadership

``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

Solution Selling: Creating Buyers in Difficult Selling Markets

Solution Selling (PB)

The program that is revolutionizing high-end selling, by showing companies how to clone their top sales performers.

Customer Centric Selling

Amer Media Intl - McGraw Hill audio

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