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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker

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Chapter 2CUSTOMERCENTRIC SELLING PRIMER

Whether you are an existing CustomerCentric Selling client or a salesperson not yet familiar with the CustomerCentric Selling approach, it is appropriate to take a moment to cover the core concepts of the CustomerCentric Selling methodology.

The main focus of The CustomerCentric Selling Field Guide to Prospecting and Business Development is to help individuals and organizations involved in sales to become better, more effective prospectors and developers of new business. Specifically, the aim is to help people move from traditional prospecting approaches and techniques to “customer-centric” behavior. It is my sincere belief that the CustomerCentric Selling methodology can help you become more customer-centric ...

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