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Solution Selling and Customer Centric Selling with Mike Bosworth
Manage episode 360968684 series 3291916
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Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry.
Join us as we discuss Mike’s incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.
Highlights:
- Mike’s journey in professional sales
- A flaw in training for the SAAS selling process
- Overcoming discovery resistance
- The history of SPIN selling
- Emotional connection through story tending Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with Mike Bosworth
- Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj
- Customer Centric Selling: https://a.co/d/24aRuaE
- https://www.storyseekers.us/
- https://weconcile.com/
- https://www.linkedin.com/in/mikebosworth
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