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Customer Focused Selling
This resource 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 discussions.
Table of Contents
- What Is Customer-Focused Behavior?
- Opinions—The Fuel That Drives Corporations
- Success Without Sales-Primed Communications
- Key Concepts of Customer Focused Selling
- Integrating the Sales and Marketing Processes
- Creating Sales-Primed Communications
- Marketing's Role in Demand Creation
- Business Development—The Hardest Part of a Salesperson's Job
- Developing Buyer Vision through Sales-Primed Communications
- Negotiating and Managing a Sequence of Events
- Proactively Managing Sales Pipelines and Funnels