"We believe that a seller's objective, going into a new relation-ship with a buyer, should be to help the buyer achieve a goal, solve a problem, or satisfy a need──and then be prepared to leave if the seller doesn't believe the prospect can be empowered to accomplish one of those goals. This may sound like only a small shift away from a traditional sales approach, but in fact, it's fundamentally different." — Michael Bosworth and John Holland 感謝您對大師輕鬆讀的愛護，並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

"There are lots of people out there──most likely a majority──who believe that selling is really an art. This belief is sus-tained, in part, by the existence of customer-centric salespeople with innate skills who make selling look easy. But there are two problems with this assumption. The first is that there aren't enough customer-centric salespeople to go around. The other problem is that it presents a self-fulfilling excuse for not getting better. If selling is an art, and I'm not an artist, then I'm off the hook, right? We don't agree. What if we could codify the'artful'behaviors of the customer-centric sellers? What if we could build those behaviors into our sales processes and messaging? The truth is that all salespeople, and in particular tradi-tional salespeople, can become more customer-centric and can produce at higher, more predictable levels." — Michael Bosworth and John Holland 感謝您對大師輕鬆讀的愛護，並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。