The document discusses customer-centric selling strategies and techniques. It emphasizes that the most successful businesses focus on retaining current customers, selling more to existing customers, and acquiring new customers in a way that maximizes lifetime customer value. Some key points include: - Selling is about planting ideas in customers' minds so they feel it was their own idea, done ethically. - Core processes involve retaining current customers, upselling to current customers, and acquiring new customers. - Customers are more aware, demanding, and less loyal now. - The customer decision cycle and selling cycle involve understanding customer needs and confirming the solution fits before closing the sale. - Cross-selling existing customers additional products

1. SELLING SKILLS

2. What Kind Of Customer are You? Customer Centric Selling

3. "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

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

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

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

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

14. Tracking Decision Making Process Customer Centric Selling

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

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

30. One stop shop for customers Customer Centric Selling

31. Customer Centric Selling Cross selling Role Play

32. Cross selling Customer Centric Selling

33. Thank you Ravi Kumar