Next Section, Customer Focused Selling

Westside Toastmasters is located in Los Angeles and Santa Monica, California

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

Chapter 1  -  What Is Customer-Focused Behavior?
Chapter 2  -  Opinions—The Fuel That Drives Corporations
Chapter 3  -  Success Without Sales-Primed Communications
Chapter 4  -  Key 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-Primed Communications
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-Primed Communications
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
List of Figures
List of Sidebars

Resources Page Westside Toastmasters, Santa Monica and Los Angeles
Next Section, Customer Focused Selling