CustomerCentric Selling
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CustomerCentric Selling

3.8 of 5 stars 3.80  ·  rating details  ·  50 ratings  ·  4 reviews
The Web has changed the game for your customers-- and, therefore, for you. Now, "CustomerCentric" Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.

Your business and its people need to be "...more
ebook, Second Edition, 288 pages
Published December 18th 2009 by McGraw-Hill (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.
Ramakrishnan M
Brilliant book; more a guide than a theoretical book. SERIOUSLY recommend to anyone in a sales role
Es una introducci�_n al concepto. Requiere m��s trabajo pero es un buen libro de inicio
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Solution Selling: Creating Buyers in Difficult Selling Markets

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