{"product_id":"9780071501972","title":"CustomerCentric Selling","description":"\u003cp\u003e\u003cb\u003eFROM THE BESTSELLING AUTHOR OF \u003ci\u003eSOLUTION SELLING\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eThe program that is revolutionizing highend selling, by showing companies how to \"clone\" their top sales performers\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003eCEOs would pay anything to replicate their best salespeople; \u003ci\u003eCustomerCentric Selling\u003csup\u003e\u003csmall\u003eTM\u003c\/small\u003e\u003c\/sup\u003e \u003c\/i\u003eexplains 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.\u003c\/p\u003e  \u003cp\u003e\u003ci\u003eCustomerCentric Selling\u003csup\u003e\u003csmall\u003eTM\u003c\/small\u003e\u003c\/sup\u003e \u003c\/i\u003eshows 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:\u003c\/p\u003e  \u003cul\u003e \u003cli\u003eTransform sales calls into interactive conversations\u003c\/li\u003e  \u003cli\u003ePosition their offerings in relation to buyer needs\u003c\/li\u003e  \u003cli\u003eFacilitate a more consistent customer experience\u003c\/li\u003e  \u003cli\u003eAchieve shorter sales cycles\u003c\/li\u003e  \u003cli\u003eIntegrate sales and marketing into a cooperative, cross-functional team\u003c\/li\u003e  \u003c\/ul\u003e  \u003cp\u003e\u003ci\u003eCustomerCentric Selling\u003csup\u003e\u003csmall\u003eTM\u003c\/small\u003e\u003c\/sup\u003e \u003c\/i\u003edetails 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.\u003c\/p\u003e","brand":"McGraw Hill LLC","offers":[{"title":"Default Title","offer_id":47776001884400,"sku":"9780071501972","price":29.66,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780071501972_p0.jpg?v=1763635768","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780071501972","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}