以客户为中心的销售
Customer centric selling
Michael T. Bosworth · 初版 2010 年
5人推荐
5位读者提及
7次提及
网络彻底改变了客户的游戏规则——因此也改变了你的。如今，已被公认为管理买卖双方关系顶级方法之一的 CustomerCentricSelling，能助你营造公平的竞争环境，让你在客户准备购买时精准触达他们，并打造卓越的客户体验。在一个只需点击鼠标即可找到竞争对手的世界里，你的企业及其员工需要做到“以客户为中心”（CustomerCentric）——既有意愿也有能力去识别并满足客户的需求。传统观念一直认为销售就意味着说服和劝诱买家。但如今的买家不再
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杰弗里·摩尔的《跨越鸿沟》（Crossing the Chasm），博斯沃思/霍兰德的《以客户为中心的销售》（Customer-Centric Selling）
Geoffrey Moore's Crossing the Chasm Bosworth/Holland's Customer-Centric Selling
……很难选出整体“最佳”，所以我分几个类别来说：1. 整体最有趣的：《哥德尔、艾舍尔、巴赫》（Douglas Hofstadter 著）2. 最佳硬科幻：《基地边缘》（Asimov 著）3. 最佳商业类：《以客户为中心的销售》（Customer-Centric Selling，Michael T. Bosworth、John R. Holland、Frank Visgatis 著）4. 最佳技术类：《多智能体系统导论》（An Introduction to MultiAgent Systems，Michael J. Wooldridge 著）5. 最佳神话类：《北欧众神》（Norse Mythology，Neil Gaiman 著）6.……
…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.…
我建议你读读 @sgblank 写的《顿悟的四个步骤》（The Four Steps to the Epiphany）[1]，Jeff Thull 写的《精通复杂销售》（Mastering The Complex Sale）[2]、《最佳解决方案》（The Prime Solution）[3] 和《卓越销售》（Exceptional Selling）[4]，以及 Bosworth、Holland 和 Visgatis 合著的《以客户为中心的销售》（Customer Centric Selling）[5]。按这个顺序读下来，尤其是前两本，我觉得你会找到很多非常好的建议，来应对你提到的这种情况。我不……
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…
《以客户为中心的销售》（Customer Centric Selling）是一本极好的书。你需要为你的业务建立一套可复制的销售流程——这本书会教你怎么做。注：我与上述书籍/作者/出版社没有任何利益关联……我只是……
"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…
……精准定位理想客户，诸如此类一整套流程。在我们走完这套流程的整个过程中，我一直在学习和理解，心里的恐惧也越来越少。他向我推荐的书之一就是《以客户为中心的销售》（Customer Centric Selling），这本书很值得一读，而且我认为它非常适合那些发现自己不得不去做销售的技术人员。它把销售讲成了一套流程，而不是一种靠“你认识谁”的人脉神秘黑盒。你……
…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…
如果你说的是 B2B / 企业级销售，那我推荐：《精通复杂销售》（Mastering The Complex Sale）、《卓越销售》（Exceptional Selling）、《最佳解决方案》（The Prime Solution）、《以客户为中心的销售》（Customer-centric Selling）、《推销轮子》（Selling The Wheel）
If you're talking B2B / enterprise, then I recommend: Mastering The Complex Sale Exceptional Selling The Prime Solution Customer-centric Selling Selling The Wheel