CustomerCentric Selling® - Second Edition

Co-authored by CustomerCentric Selling® Co-founders Mike Bosworth, John Holland and Frank Visgatis

Published by 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 and Chief Content Officer John Holland, click here, and to learn more about Co-founder, President and Chief Operating Officer Frank Visgatis, click here.

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