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Customer Focused Selling

This step-by-step text shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations.

Table of Contents
Chapter 1- What Is Customer-Focused Behavior?
Chapter 2- Opinions—The Fuel That Drives Corporations
Chapter 3- Success without Sales-Ready Messaging
Chapter 4- Core Concepts of Customer Focused Selling
Chapter 5- Defining the Sales Process
Chapter 6- Integrating the Sales and Marketing Processes
Chapter 7- Features versus Customer Usage
Chapter 8- Creating Sales-Ready Messaging
Chapter 9- Marketing’s Role in Demand Creation
Chapter 10- Business Development—The Hardest Part of a Salesperson’s Job
Chapter 11- Developing Buyer Vision through Sales-Ready Messaging
Chapter 12- Qualifying Buyers
Chapter 13- Negotiating and Managing a Sequence of Events
Chapter 14- Negotiation—The Final Hurdle
Chapter 15- Proactively Managing Sales Pipelines and Funnels
Chapter 16- Assessing and Developing Salespeople
Chapter 17- Driving Revenue via Channels
Chapter 18- From the Classroom to the Boardroom
Index
List of Figures
List of Sidebars

Resources Page Westside Toastmasters, in Santa Monica
Next Section, Customer Focused Selling