Customer Centered Selling: Eight Steps To Success From The Worlds Best Sales Force
This revised edition of Robert Jolles’s classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies!
When you have a process, you have a way of measuring what you are doing. When you can measure it—you can fix it!
Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client’s "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyone—from a seasoned sales professional to a manager or parent—can not only learn the power to influence behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, Customer Centered Selling provides a step-by-step, consultative process that inspires as it teaches.
What people are saying - Write a review
We haven't found any reviews in the usual places.
Other editions - View all
acknowledgment stage airbag analysis stage approach background probes believe Ben Feldman can’t Centered Selling process CLEAN A ROOM closed questions commitment Confirmation Stage create criteria Customer Centered Selling customer needs dealership decision cycle developing probes example family truckster feel going happens hear idea identifying probe impact probe Jolles learned Let’s look maintenance stage manager mind move objection once open questions opening tactic Pareto Principle percent person PJ INVESTING CORPORATION price objections probing sequence problem problems shape purchase recommend remember represents requirement stage research stage response Rob’s Rule sales call sales training salespeople salesperson scenario Seller selling cycle solution stage sound Specification Stage step strategic talking taught teach technique tell TEST YOUR COMPREHENSION things tion tomer trainer trial close typically watch What’s WIFM words Xerox