Summary: Customer Centric Selling – Michael Bosworth and John Holland

CCS empowers buyers to solve their own problems with the use of your product or service.
“In order to be effective, a salesperson must be able to relate his or her offering to the buyer in a way that will allow the buyer to visualize using it to achieve a goal, solve a problem, or satisfy a need. This, in turn, requires a conversation. For a variety of reasons, though, only a small percentage of salespeople are able to converse effectively with decision makers. And presentation software -slick and eye-catching as it can be – can undermine those talented few. CustomerCentric Selling has been designed to help you engage in relevant, situation-specific conversations with decision makers, without having to depend on canned presentations. In short, we can help you become more effective.”