Customer-Centric Selling--2nd ed

This book examines all aspects of implementing a professional consultative sales

organization. It can be read cover-to-cover for a comprehensive perspective, or

chapter-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 consultative

selling. While each approach is tasked with generating revenue for their

company, how they accomplish that, and what other tasks they do, are

fundamentally different. Part A provides a context for many of the concepts

and skills offered throughout the text.

Part B: "Consultative Selling and the Buy Process" discusses how a consultative

salesperson interfaces with each customer based on their buy process

and how they make the many decisions that impact their ultimate purchase.

Part B provides a "big picture" view of how consultative salespeople remain

focused and manage their time to provide optimum influence on their

customers.

Part C: "Consultative Selling Skills" describes many of the most important

skills 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.