Customerized Selling
Learn How Customers Want You to Sell
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5,0 • 2 notes
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Description de l’éditeur
Customerized Selling was awarded first prize as the best new book of 2016 by Top Sales World – the # 1 website and magazine for the global sales community.
Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salespeople. That’s a mistake.
Based on extensive research of customer and vendor organisations, this book uncovers a number of glaring gaps between customer expectations of salespeople and vendor performance. Moreover, it shows a considerable discrepancy between the capabilities that vendors think are important and those that customers actually want. Focusing on the latter, the book suggests ways to professionalise how you sell by incorporating customer expectations of salespeople into all aspects of sales engagements.
Customerized Selling targets all those involved in selling products or services in a business-to-business environment. The book is essential reading if you want to make your sales process a competitive advantage.
Avis d’utilisateurs
SVP Major Account Sales, North America
For anyone who is involved with complex or enterprise sales, this book is a must read. It methodically breaks down the key elements of complex sales and provides a rock solid method for winning significant clients. The book is exceptional at taking complicated sales scenarios and simplifying them into critical elements for execution.
Over the past year, my team has employed the principles of "Customerized Selling" and its not only helping our productivity and sales numbers (146% year-on-year growth) but helping us to form stronger relationships with our clients. Thank you for giving us the tools to truly understand what's important to our customers.
CEO Top Sales World and Executive Editor of Top Sales Magazine
I was delighted and honoured to be asked to write the foreword for this exceptional book. Customerized Selling is more than a “sales method”. It is a philosophy about putting the customer at the centre of the stage, not in the audience.
Phil has provided any frontline sales professional, with ambitions to become a Top 5% player, with a route map. I urge you not to simply read this book, but to adopt the principles and watch your achievement levels soar.