Table of Contents, Customer_Centric

Customer_Centric 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 CustomerCentric Behavior?
	Chapter 2	-	Opinions—The Fuel That Drives Corporations
	Chapter 3	-	Success without Sales-Ready Messaging
	Chapter 4	-	Core Concepts of Customer_Centric 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