Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
by Rob Jolles
34 Members (4.33)
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"Customer Centered Selling" teaches you the secret of the world-famous Xerox sales training program. For almost two decades, tens of thousands of salespeople have learned the lessons presented here by Robert L. Jolles, the Sales Trainer with the longest tenure working at Xerox Corporation today. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process. Jolles show more provides a systematic approach that teaches you to anticipate-- and influence-- customer behavior as the customer moves through an eight-stage "decision cycle". Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your "selling cycle". At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer-- making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. The book in show lessTags
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8 Works 268 Members
Rob Jolles is a sought-after speaker who teaches, entertains, and inspires audiences worldwide. His live programs have enabled him to amass a client list of Fortune 500 companies including Toyota, Disney, GE, a dozen universities, and over fifty financial institutions. He is the bestselling author of How to Change, Minds, Customer Centered show more Selling, How to Run Seminars and Workshops, and The Way of the Road Warrior. show less
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- Languages
- English
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- Paper, Ebook
- ISBNs
- 5
