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CustomerCentric Selling
FROM THE BESTSELLING AUTHOR OF "SOLUTION SELLING"
The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers
CEOs would pay anything to replicate their best salespeople; "CustomerCentric SellingTM "explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that for...more
The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers
CEOs would pay anything to replicate their best salespeople; "CustomerCentric SellingTM "explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that for...more
Hardcover, 258 pages
Published
November 21st 2003
by McGraw-Hill Companies
(first published November 18th 2003)
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Horrible book. The guy who wrote Solution Selling--and then sold the franchise in the late '90s--basically put a layer of makeup on his old methodology and is attempting to repackage it. But what really got me was his ongoing slams against marketing professionals. He talks about marketers who crow about getting 70 leads from a trade show, and then half of the leads are students and consultants. Hello, we've been through two recessions--there is no marketer alive who does that and is still employ...more
Several good concepts that are not taught in Solution-Selling, like why trade shows and conventions are a complete waste of money when following the traditional methods of displaying wares and standing in the booth like a shoe-salesman.
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