The Leading eBooks Store Online 4,173,809 members ⚫ 1,357,844 ebooks

New to eBooks.com?

Learn more

Customer Centered Selling

Eight Steps To Success From The Worlds Best Sales Force

Customer Centered Selling by Rob Jolles
Buy this eBook
US$ 13.99
(If any tax is payable it will be calculated and shown at checkout.)
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.
Free Press; January 1999
ISBN 9780684864686
Read online, or download in secure EPUB
Title: Customer Centered Selling
Author: Rob Jolles
 
ISBNs
0684864681
9780684864686
9781439144633