(8)
(9)
(6)
(7)In this summary you will learn
- How and why to build your sales effort around the customer instead of the product
- How marketing can support customer-centric sales
Why you should read Customer Centric Selling
This is an interesting, useful guide to selling a non-traditional way. Many companies, especially in high-technology industries, build their sales effort around early adopters. But early adopters are a minority of the market and their needs and preferences are distinct from those of the mainstream. To adjust their sales effort to the mainstream majority of the market, companies must listen to their audience. Instead of building sales messages around products, they need to build their sales communications and their sales process around customer needs and preferences. Customer-centric selling begins in the earliest stages of marketing and proceeds through the final sale. Authors Michael T. Bosworth and John R. Holland clearly set forth the nature of customer-centric selling and provide a comprehensive guide. getAbstract.com recommends this worthwhile addition to any salesperson’s bookshelf.
About the Authors
Michael T. Bosworth, the author of Solution Selling, and John R. Holland are co-founders of CustomerCentric System LLC.
Comment on this summary
Be the first to write a comment! Sign in to share your opinion
If you wish to purchase 20 or more copies of this title (not the summary, but the actual book), please contact us at info@getAbstract.com. Make sure you include the title of the book and your phone number.
getAbstract makes it easy for you to access the summary of Customer Centric Selling any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!
