Westside Toastmasters is located in Los Angeles and Santa Monica, California
Customer-Focused Sales
We outline how salespeople can differentiate themselves and their offerings by directly appealing to customer needs, steering away from the delivery of one-way presentations and toward having mutual, goal-oriented discussions that lead to optimal solutions for the customer.
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 Sales
Chapter 5 - Defining the Sales Process
Chapter 6 - Integrating Sales and Marketing
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
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