We are currently making improvements to the Audible site. In an effort to enhance the accessibility experience for our customers, we have created a page to more easily navigate the new experience, available at the web address www.audible.com/access.
 >   > 
CustomerCentric Selling | [Michael Bosworth, John Holland]

CustomerCentric Selling

CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling 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.
Regular Price:$19.60
  • Membership Details:
    • First book free with 30-day trial
    • $14.95/month thereafter for your choice of 1 new book each month
    • Cancel easily anytime
    • Exchange books you don't like
    • All selected books are yours to keep, even if you cancel
  • - or -

Your Likes make Audible better!

'Likes' are shared on Facebook and Audible.com. We use your 'likes' to improve Audible.com for all our listeners.

You can turn off Audible.com sharing from your Account Details page.

OK

Publisher's Summary

CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling 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 Selling 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 conversations
  • Position their offerings in relation to buyer needs
  • Facilitate a more consistent customer experience
  • Achieve shorter sales cycles
  • Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric Selling details 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.

©2004 McGraw-Hill; (P)2004 AMI

What Members Say

Average Customer Rating

3.7 (41 )
5 star
 (18)
4 star
 (8)
3 star
 (6)
2 star
 (3)
1 star
 (6)
Overall
4.0 (8 )
5 star
 (3)
4 star
 (4)
3 star
 (0)
2 star
 (0)
1 star
 (1)
Story
4.0 (7 )
5 star
 (3)
4 star
 (3)
3 star
 (0)
2 star
 (0)
1 star
 (1)
Performance
Sort by:
  •  
    Jim 07-04-06
    Jim 07-04-06
    HELPFUL VOTES
    6
    ratings
    REVIEWS
    13
    2
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    "Just a big ad"

    This book is nothing more than an ad for the consulting services of the authors. Long on what not to do, short on what to do. Very boring narrator as well.

    4 of 4 people found this review helpful
  •  
    Scott Richmond, BC, Canada 12-07-11
    Scott Richmond, BC, Canada 12-07-11
    ratings
    REVIEWS
    1
    1
    Overall
    Performance
    Story
    "Good baseline"
    What did you love best about CustomerCentric Selling?

    It's a really good book to review when starting a new job. The techniques can be applied to most enterprise sales situations.


    What other book might you compare CustomerCentric Selling to and why?

    New Solution Selling
    Let's get real or not play


    Have you listened to any of Chris Ryan’s other performances before? How does this one compare?

    No


    Was this a book you wanted to listen to all in one sitting?

    No


    0 of 0 people found this review helpful
  •  
    Marian Hanganu Ploiesti, Romania 03-04-07
    Marian Hanganu Ploiesti, Romania 03-04-07 Member Since 2006

    Marian Hanganu

    HELPFUL VOTES
    90
    ratings
    REVIEWS
    85
    26
    FOLLOWERS
    FOLLOWING
    6
    0
    Overall
    "Great job"

    This book is excellent for any sales manager looking for greater control over his team pipeline and sales process. The book teaches a pragmatic organization of the sales process and provides great insights to the buyer purchasing process. My adivece: listen and use it!

    1 of 2 people found this review helpful

Report Inappropriate Content

If you find this review inappropriate and think it should be removed from our site, let us know. This report will be reviewed by Audible and we will take appropriate action.

Cancel

Thank You

Your report has been received. It will be reviewed by Audible and we will take appropriate action.