The document discusses customer-centric selling strategies and techniques. It emphasizes understanding customers, discovering their needs, providing solutions to their problems, and keeping existing customers happy to retain them and sell them additional products and services. Some key points covered include differentiating customers, exploiting cross-selling potential, tracking the customer decision-making process, and using active listening to understand what interests customers.

2. SELLING SKILLS

3. What Kind Of Customer are You? For a long time, in the early stages of an idea , the entrepreneur may be the only person who can see the opportunity . Customer Centric Selling

4. "The most successful people in any industry are seldom the smartest or best looking...they're the people who can sell"—Len Foley Customer Centric Selling

8. Core Processes Retain current customers Sell more to current customers Acquire new customers

9. Core Processes Retain current customer Sell more to current customers Acquire new customers

10. Relation between acquisition costs revenues and margins Acquisition costs Lifetime value Referrals Increase of margins Cross selling Additional Turnover Basic turnover

12. Selling to an Existing & a New Customer Role Play Customer Centric Selling

15. Tracking Decision Making Process Customer Centric Selling

24. The Customer Centered Selling Cycle After Sales Service Remember if you are not watching the customer somebody else may be watching

27. People Hate to be Sold But Love To Buy Customer Centric Selling

30. Customer Centric Selling Understanding the type of customer Creating a want in the customer Suggesting product according to his needs and pushing the right product Highlighting on the unique selling points of the product For e.g: If Mr B is a citizen you can cross sell a outsourcing services which is carrying good rate of returns which are flexible.

31. One stop shop for customers Customer Centric Selling

32. Customer Centric Selling Cross selling Role Play

33. Cross selling Customer Centric Selling