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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 Ratings

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  • Overall
    1 out of 5 stars

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

  • Overall
    4 out of 5 stars
  • Performance
    3 out of 5 stars
  • Story
    5 out of 5 stars

Great, Relevant Content

I've been a believer in customer centric selling for some time but had never read the book. It reinforced my beliefs and gives and excellent context for successful selling. I highly recommend. My only quibble is with the
reader/narrator. He's a little to old time radio announcer for my taste and it gets a little irritating. Also the book could use a little updating, although it is not a fatal flaw by any means.

  • Overall
    4 out of 5 stars
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    4 out of 5 stars
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    4 out of 5 stars
  • Scott
  • Richmond, BC, Canada
  • 12-07-11

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

  • Overall
    5 out of 5 stars

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