SELLING SKILLS

What Kind Of Customer are You? Customer Centric Selling

"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

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

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

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

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

Tracking Decision Making Process Customer Centric Selling

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

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

One stop shop for customers Customer Centric Selling

Customer Centric Selling Cross selling Role Play

Cross selling Customer Centric Selling

Thank you Ravi Kumar