Customer centric selling
by Michael T. Bosworth · first published 2010
100% recommend
Why HN recommends it
Presents a repeatable sales process built around the customer, covering buying signals and targeting ideal customers. It suits technical people moving into sales who want structure.
Summarised by Claude from recommending comments
The Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience.Your business and its people need to be"CustomerCentric"—willing and able to identifyand serve customers' needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday's buyers no
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on “Ask HN: Sales book recommendation?” ↗…best" overall, so I'll break it into some categories: 1. Most interesting, overall: Godel, Escher, Bach by Douglas Hofstadter 2. Best in Hard Sci-fi: Foundation's Edge by Asimov 3. Best in Business: Customer-Centric Selling by Michael T. Bosworth, John R. Holland, Frank Visgatis 4. Best in Technology: An Introduction to MultiAgent Systems by Michael J. Wooldridge 5. Best in Mythology: Norse Mythology by Neil Gaiman 6.…
on “What is the best book you read this year? (optional: why?)” ↗I'd suggest you read The Four Steps to the Epiphany[1] by @sgblank, Mastering The Complex Sale[2], The Prime Solution[3], and Exceptional Selling[4] by Jeff Thull, and Customer Centric Selling[5] by Bosworth, Holland, and Visgatis. Across this sequence, especially the first two, I think you'll find a lot of very good suggestions on how to approach the situation you're talking about. I don't…
on “Ask HN: How do you find customers? And how do you find their pain points?” ↗"Customer Centric Selling" is an excellent book. You need to develop a repeatable sales process for your business - this book will teach you how. Note: I have no affiliation with the above book/authors/publishers....I have…
on “Ask HN: How to close a sale?” ↗…targeting ideal customers, the whole works. The whole time we worked through this process I was learning and understanding, and becoming less and less scared. One of the books that he recommended to me was 'Customer Centric Selling', it's a good read and I think is ideally suited to technical folks finding themselves in sales roles. It talks about sales as a process, and not a "who you know" connections mystical black box. you…
on “How to hire an idiot ” ↗If you're talking B2B / enterprise, then I recommend: Mastering The Complex Sale Exceptional Selling The Prime Solution Customer-centric Selling Selling The Wheel
on “Ask HN: Sales books for people who don’t like sales tactics and gimmicks” ↗Had sales folks throw two books my way: 1. Customer Centric Selling https://books.google.com/books/about/CustomerCentric_Selling... 2. Never Split The Difference (from buyer angle, but still good) https://www.blackswanltd.com/never-split-the-difference
on “Ask HN: Any good essays/books/advice about software sales?” ↗