Customercentric selling
AUTHOR OF SOLUTION SELLINGThe 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 SellingTM explains 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 SellingTM shows 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:Transform sales calls into interactive conversationsPosition their offerings in relation to buyer needsFacilitate a more consistent customer experienceAchieve shorter sales cyclesIntegrate sales and marketing into a cooperative, cross-functional teamCustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology.
Stats for nerds
2recommend
8mentions
3people
2009–2024years
63% recommend38% neutral
Mentions per year
What Hacker News says
- Had sales folks throw two books my way:
1. Customer Centric Selling
https://books.google.com/books/about/CustomerCentric_Selling...
2. Never Split The Difference (from buyer angle, but still good)
- Well, first things first, here's the list of what I read (well, everything I finished) in 2019.
https://www.goodreads.com/review/list/33942804-phillip-rhode...
Out of those, which ones would I pick as "the best"? Hmm... I guess I'd single out the following for mention:
Non-fiction:
A Mind for Numbers: How to Excel at Math and Science - Barbara Oakley
On Writing: A Memoir of the Craft - Stephen King
CustomerCentric Selling - Michael Bosworth
The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale - Jeff Thull
The Man Who Tamed Lightning - Floyd Miller
Gödel, Escher, Bach: An Eternal Golden Braid - Douglas Hofstadter
Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! - Jeff Thull
Fiction:
Zero Sum Game - S.L. Huang
The Institute - Stephen King
The Night Window - Dean Koontz
Blue Moon - Lee Child
- You can try, but you might not get an honest answer. Depends on who you talk to. Depending on how much time you have available, I'd suggest reading through CustomerCentric Selling[1] by Michael Bosworth. It goes really deep into handling this kind of situation.
[1]: https://www.amazon.com/CustomerCentric-Selling-Second-Michae...
- https://news.ycombinator.com/item?id=19878274
My recommendations are the same as they were then:
~~~~
Mastering The Complex Sale -- Jeff Thull
Exceptional Selling -- Jeff Thull
The Prime Solution -- Jeff Thull
The Challenger Sale -- Matthew Dixon, Brent Adamson
Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens
And while it's not exactly about "sales" alone, I'd recommend The Four Steps to the Epiphany by Steve Blank as well. It touches on aspects of selling in an enterprise setting, especially for new products.
The Salesman Podcast: https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A
~~~~~
But I'd now also add:
The Ultimate Sales Machine - Chet Holmes
Customercentric Selling, 2nd Edition - Michael T. Bosworth, John R. Hollandd, Frank Visgatis
- Agreed. There is a definite process to work through to ensure that all these various bases are covered. It's not easy but there's a lot of good information out there on how to manage it all. I recommend Customercentric Selling and/or Exceptional Selling as two books that contain a lot of quality advice about engaging with business leaders in a selling situation.
- CustomerCentric Selling. Not clear to me if it actually helps but it was excitedly recommended to me.
Anyone else!
