Co-authored by CustomerCentric Selling® Co-founder Mike Bosworth, Co-founder John Holland and Co-founder Frank Visgatis
Publish Date: January 2010 (McGraw-Hill)

When initially released in 2003, CustomerCentric Selling® provided a new approach focused on empowering people to buy rather than selling them. Since that time, the Internet, initially embraced by vendors, has allowed buyers to research offerings, determine requirements and even create short lists of vendors prior to talking to a salesperson. Buying experiences that start electronically have become the rule rather than the exception.

As proponents of allowing people to buy, it is unfortunate that most vendors failed to redefine their views of selling. Organizations clinging to traditional selling approaches run the risk of being out of alignment with new buying behaviors. Product and pricing advantages are fleeting at best. With Sales Ready Messaging® as a cornerstone, the new edition lays out an approach to making the buying experience a sustainable competitive advantage by implementing sales process.

About the Authors

To learn more about CustomerCentric Selling® Co-founder Mike Bosworth, click here, to learn more about Co-founder John Holland, click here, and to learn more about Co-founder Frank Visgatis, click here.

Click any one of these retailer links below to order your purchase today!