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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 8SALES READY MESSAGING

The purpose of this chapter is to introduce you to the Sales Ready Messaging tools that we believe should be developed for the sales team’s use. Many of the tools I’m going to introduce you to in this chapter are not needed for prospecting and business development; however, they are part of the overall CustomerCentric Selling sales process. I think it’s important to know what they are, what their purpose is, how they are developed, and where they all fit. If you are an existing CustomerCentric Selling client, this will serve as a review. If you are new to CustomerCentric Selling, you’ll quickly learn that a salesperson who is prepared and has the proper tools is likely to be more professional, knowledgeable, and ...

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