Customer centric selling - Michael T. Bosworth, John R. Holland, and Frank Visgatis

The sales classic-updated with new customer-focused methodologies!

Thanks to the web, today's customers are savvier and more results-oriented: they do their homework. Do it for them by communicating with them in the ways that work best for them, and you'll find that doing so works best for you, too. When they know they're being listened to, they'll listen back. 

In CustomerCentric Selling, you'll find practical step-by-step tips on:

• Turning sales presentations into customer-focused conversations
• Asking the right questions - of the right people
• Empowering buyers to achieve goals, solve problems, and satisfy needs
• Developing optimal strategies for winning the vital three-month sales cycle - regardless of your client's actual sales cycle
• Using Twitter, Facebook, LinkedIn, and other social networking sites to engage buyers and strengthen client relationships 
• Defining and managing your content and revenue engines 
• Optimizing the talent of salespeople and building a quality pipeline