Michael T. Bosworth
Author of Solution Selling: Creating Buyers in Difficult Selling Markets
About the Author
Michael T. Bosworth is founder and president of Mike Bosworth Associates, a sales training and consulting organization in Rancho Santa Fe, California. Bosworth conducts sales and management seminars throughout the United States and Europe, and has trained over 7,000 consultants, CEOs, show more entrepreneurs, engineers, and salespeople. He has written articles for Sales and Marketing Management, CIO, and Byte, and has been a featured lecturer at the Stanford Graduate School of Business and The Stanford Program on Market Strategy for Technology-Based Companies. Bosworth is certified (CPCM) by the National Bureau of Professional Management Consultants. show less
Works by Michael T. Bosworth
Tagged
Common Knowledge
- Gender
- male
Members
Reviews
Diagnose Before You Prescribe
The concepts contained in this book are not new. Their presentation, however, is.
The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.
There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you show more will gain much more—an understanding of what you sell, to whom you should be selling it and where to go to find them.
If your managers read it, they will develop a new a concept of how to message and manage their sales process.
Bosworth and Holland believe customer centric selling contains seven basic concepts:
1. Sales are based on conversations, not presentations.
2. Asking relevant questions versus rendering opinions.
3. Solutions rather than relationships earn buyers’ respect.
4. Target businesspeople versus users.
5. Sell usage, not reliance.
6. Salespeople manage managers rather than needing to be managed.
7. Enable buyers rather than selling them.
Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read. show less
The concepts contained in this book are not new. Their presentation, however, is.
The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.
There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you show more will gain much more—an understanding of what you sell, to whom you should be selling it and where to go to find them.
If your managers read it, they will develop a new a concept of how to message and manage their sales process.
Bosworth and Holland believe customer centric selling contains seven basic concepts:
1. Sales are based on conversations, not presentations.
2. Asking relevant questions versus rendering opinions.
3. Solutions rather than relationships earn buyers’ respect.
4. Target businesspeople versus users.
5. Sell usage, not reliance.
6. Salespeople manage managers rather than needing to be managed.
7. Enable buyers rather than selling them.
Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read. show less
great stuff....this is basic human relations that all of us can use.
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- Works
- 2
- Members
- 236
- Popularity
- #95,934
- Rating
- 3.5
- Reviews
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- ISBNs
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