Customer-Centric Selling--2nd ed

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This book examines all aspects of implementing a professional consultative salesorganization. It can be read cover-to-cover for a comprehensive perspective, orchapter-by-chapter for a more topical view, based on your needs and interested.It is divided into three Parts: Part A: "The Worlds of Selling and Sales" compares traditional to consultativeselling. While each approach is tasked with generating revenue for theircompany, how they accomplish that, and what other tasks they do, arefundamentally different. Part A provides a context for many of the conceptsand skills offered throughout the text. Part B: "Consultative Selling and the Buy Process" discusses how a consultativesalesperson interfaces with each customer based on their buy processand how they make the many decisions that impact their ultimate purchase.Part B provides a "big picture" view of how consultative salespeople remainfocused and manage their time to provide optimum influence on theircustomers. Part C: "Consultative Selling Skills" describes many of the most importantskills and protocols to establish, build, and benefit from consultative partnerships.As such, they are stand-alone skills that can be used independently …yet are optimized when used in conjunction with each other.