Customercentric selling
by Michael T Bosworth, Michael Bosworth, John Holland · first published 2003
67% recommend33% neutral
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLINGThe program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers.CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains 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.CustomerCentric SellingTM shows salespersons how to differentiate themselves and th
Affiliate links. As an Amazon Associate I earn from qualifying purchases.
Mentions per year
What Hacker News says
Related books
2019–2025Selling Microsoft
Doug Dayton
Recommended by 1 · mentioned by 21 recommend · 2 mention1 recommend · 21 recommend
Customer centric selling
Michael T. Bosworth
Recommended by 5 · mentioned by 55 recommend · 5 mention5 recommend · 55 recommend
2007–2024Microsoft Secrets
Michael A. Cusumano, Richard W. Selby
Recommended by 4 · mentioned by 64 recommend · 6 mention4 recommend · 64 recommend
2014–2024Sell or Be Sold
Grant Cardone
Recommended by 5 · mentioned by 65 recommend · 6 mention5 recommend · 65 recommend
2007–2020Solution selling
Michael T. Bosworth
Recommended by 5 · mentioned by 115 recommend · 11 mention5 recommend · 115 recommend
2010–2024Mastering the complex sale
Jeff Thull
Recommended by 4 · mentioned by 54 recommend · 5 mention4 recommend · 54 recommend
…enterprise setting, especially for new products. The Salesman Podcast: https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A ~~~~~ But I'd now also add: The Ultimate Sales Machine - Chet Holmes Customercentric Selling, 2nd Edition - Michael T. Bosworth, John R. Hollandd, Frank Visgatis
on “Ask HN: What are some good books/resources about sales?” ↗…best"? Hmm... I guess I'd single out the following for mention: Non-fiction: A Mind for Numbers: How to Excel at Math and Science - Barbara Oakley On Writing: A Memoir of the Craft - Stephen King CustomerCentric Selling - Michael Bosworth The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale - Jeff Thull The Man Who Tamed Lightning - Floyd Miller Gödel, Escher, Bach: An Eternal Golden…
on “Ask HN: What were the best books you read this year? (2019)” ↗You can try, but you might not get an honest answer. Depends on who you talk to. Depending on how much time you have available, I'd suggest reading through CustomerCentric Selling[1] by Michael Bosworth. It goes really deep into handling this kind of situation. [1]: https://www.amazon.com/CustomerCentric-Selling-Second-Michae...
on “How much effort to put on a RFQ?” ↗Agreed. There is a definite process to work through to ensure that all these various bases are covered. It's not easy but there's a lot of good information out there on how to manage it all. I recommend Customercentric Selling and/or Exceptional Selling as two books that contain a lot of quality advice about engaging with business leaders in a selling situation.
on “Ask HN: How to freelance with niche programming languages?” ↗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?” ↗Mike Bosworth's two books Solution Selling and CustomerCentric Selling talk a bit about RFP/RFQ's. The authors note that most RF[PQ]'s are prewired and biased towards a preferred vendor. The client gives out the RF[PQ] so the client can say it was properly competed for…
on “RFPs Will Kill Us All” ↗…https://www.amazon.com/Mastering-Complex-Sale-Compete-Stakes... [3]: https://www.amazon.com/Prime-Solution-Increase-Margins-Compl... [4]: https://www.amazon.com/Mastering-Complex-Sale-Compete-Stakes... [5]: https://www.amazon.com/CustomerCentric-Selling-Second-Michae...
on “Ask HN: How do you find customers? And how do you find their pain points?” ↗CustomerCentric Selling. Not clear to me if it actually helps but it was excitedly recommended to me. Anyone else!
on “Ask HN: What's the book that people in your field pretend to have read?” ↗