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Audible sample Sample
Customer Centric Selling Audio CD – Abridged, January 1, 2004
- Print length5 pages
- LanguageEnglish
- PublisherAmer Media Intl - McGraw Hill audio
- Publication dateJanuary 1, 2004
- Dimensions5.75 x 1 x 4.75 inches
- ISBN-101932378537
- ISBN-13978-1932378535
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Product details
- Publisher : Amer Media Intl - McGraw Hill audio; Abridged edition (January 1, 2004)
- Language : English
- Audio CD : 5 pages
- ISBN-10 : 1932378537
- ISBN-13 : 978-1932378535
- Item Weight : 7.4 ounces
- Dimensions : 5.75 x 1 x 4.75 inches
- Best Sellers Rank: #8,812,010 in Books (See Top 100 in Books)
- #36,059 in Marketing (Books)
- #96,618 in Books on CD
- Customer Reviews:
About the authors
John R. Holland is Co-founder and Co-author of CustomerCentric Selling®, both first and second editions of the self-titled book, and Rethinking the Sales Cycle published by McGraw-Hill in January 2010. Prior to helping launch CustomerCentric Selling® in 2002, John accumulated over 20 years in sales and sales management experience from large, high tech companies such as IBM. John speaks for SMEI, AMA and Software Success, among others. He received his Mechanical Engineering degree from Northeastern University before starting his career in sales and resides in Boston.
Mike Bosworth is well known throughout the business sales world as a trainer, speaker, and the author of best selling sales books Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993), What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (McGraw-Hill, 2011) and co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike founded and grew one of the most successful virtual businesses in the B2B arena. After 10 years with Xerox Computer Services and one year with a software start-up, he founded Solution Selling® in 1983, began adding licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliates were contributing royalty income in excess of $2.8M annually. Mike began building Story Leaders™ as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Mike Bosworth Leadership. MBL currently has eight affiliates who sell and deliver his Story Seekers™ workshops.
Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "branch of the year" in 1979 and was promoted to national manager of field sales in 1980. From 1976 through 1982 he designed and delivered sales training programs for XCS. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to found Solution Selling in 1983.
Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. In addition to his keynote speaking for professional associations and major corporations, he has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few. He is certified (CMC) by the Institute of Management Consultants.
Michael T. Bosworth is a cofounder of CustomerCentric Systems®, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California.
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Top reviews from the United States
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The book can be seen as a companion to the courses offered with the same name. The interesting thing is that most of what is essential in the course is in the book. One may think that the book is enough for you to go on and practice the method. This may work well for seasoned people. I would say that the book is a companion to the course, because some concepts are better explained in the book, on the other side the course provides a person with some role playing experience that will help in learning a new method.
The methodology behind this book is very logical. The key framework, that you have behind it, is to make the sales effort a project to help the customer follow a series of steps in a major decision process related to buying a product or solution to a business problem. The fact that the book has examples related to software products make it very useful if one is in this business. CCS is a methodology that also makes sense specially for consultants, who have to identify a problem, and guide the customer through a decision process that will result in the proper solution.
It was great because as I finished the book and started a new position we started talking about and it all started to make sense.
This is an awesome read, and it has helped me close alot of business as a Sales Consultant for a Software Firm.
As the world changes we must continue to adapt with all the new social media and sales methods.
I stand by the customer centric approach and will recommend any sales professional to read it if you want to have an edge in the business.
Agian, get this book, if anything buy the kindle version for next to nothing and I promise it will increase your sales pipeline and help you close.
Best,
D
I work with a multi-billion dollar revenue vendor serving the bio-tech industry. I will be taking immediate action to bring Mr. Bosworth's CustomerCentric Selling organization in to assist with our sales & marketing processes.
Top reviews from other countries
I suggerimenti per usare al meglio i CRM aiuteranno le aziende ad ottenere previsioni più accurate, risultati migliori con un sales team più sereno.
E' un peccato che non sia disponibile in italiano.