以客户为中心的销售
Customercentric selling
Michael T Bosworth、Michael Bosworth、John Holland · 初版 2003 年
2人推荐
3位读者提及
8次提及
畅销书 Solution Selling 作者新作。该方案通过向企业展示如何“复制”顶级销售人员，正在高端销售领域掀起革命。CEO 们愿意付出任何代价来克隆他们最优秀的销售人员；CustomerCentric SellingTM 阐释的则是如何复制他们的技能。它详细介绍了一个可重复、可扩展且可迁移的销售流程，该流程规范了顶级销售人员所提出的问题，并利用结果来影响和改进其同事的言辞与行为。CustomerCentric SellingTM 向销售人员展示了如何让自己脱颖而出，以及他们
Hacker News 上怎么说
正在加载完整评论……
……企业级场景，尤其是对于新产品。The Salesman Podcast: https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A ~~~~~ 不过我现在还会加上：Chet Holmes 的《终极销售机器》（The Ultimate Sales Machine），以及 Michael T. Bosworth、John R. Hollandd、Frank Visgatis 的《以客户为中心的销售第2版》（Customercentric Selling, 2nd Edition）
…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
……最好”？唔……我想挑以下几本提一下：非虚构类：Barbara Oakley 的《学习之道》（A Mind for Numbers: How to Excel at Math and Science）；Stephen King 的《写作这回事》（On Writing: A Memoir of the Craft）；Michael Bosworth 的《CustomerCentric Selling》；Jeff Thull 的《The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale》；Floyd Miller 的《The Man Who Tamed Lightning》；《哥德尔、艾舍尔、巴赫：集异璧之大成》（Gödel, Escher, Bach: An Eternal Golden…）
…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…
你可以试试，但未必能得到真话。这取决于你在跟谁聊。根据你有多少空闲时间，我建议通读一下 Michael Bosworth 写的《CustomerCentric Selling》[1]。它对如何处理这种情况挖得非常深。[1]: https://www.amazon.com/CustomerCentric-Selling-Second-Michae...
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...
赞同。要确保这些方方面面都被覆盖到，确实有一套明确的流程需要跑通。这不容易，但市面上有不少好资料教你如何统筹这一切。我推荐《Customercentric Selling》和/或《Exceptional Selling》，这两本书里有大量关于在销售场景中如何与企业高层打交道的高质量建议。
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.
销售同事给我丢过两本书：1.《Customer Centric Selling》https://books.google.com/books/about/CustomerCentric_Selling... 2.《Never Split The Difference》（从买方角度写的，但依然很棒）https://www.blackswanltd.com/never-split-the-difference
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
Mike Bosworth 的两本书《Solution Selling》和《CustomerCentric Selling》里聊到了 RFP/RFQ。作者指出大多数 RF[PQ] 都是内定好的（prewired），偏向某个既定意向供应商。客户发出 RF[PQ]，纯粹是为了能声称这是经过正规竞标的……
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…