"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 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 includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a "must read" for all sales professionals and sales managers and all managers in need of a disciplined approach to persuading others.
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Robert L. Jolles is a master corporate trainer and one of the most sought after business speakers in the country. His programs and twenty plus years of delivery have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 Companies. He not only successfully sold for two of the most respected sales institutions in the nation, New York Life & Xerox; he was instrumental in creating, delivering and managing Xerox Corporation’s highly touted customer sales training programs. A published author of three best-selling books, and President of Jolles Associates, Inc., his programs teach you the lessons taught by Xerox to their sales force and customers. These programs have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 companies. He lives in Great Falls, Virginia.Review:
Sales & Marketing Management A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.
Wesley R. Moy Vice President-Director of Sales Development, Chase Investment Services Corp. Rob Jolles can help you find and develop the skills to reach your sales goals through his proven customer-focused sales techniques.
Phil Duff former Chief Financial Officer, Morgan Stanley At last! A sales primer for the intelligent salesperson. It involves the salesperson actively in the customer's buying process instead of relying on jargon, slogans, and gimmicks.
Professor Roger Volkema Kogod College of Business Administration, American University If you want to sell, Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire, trainer, and writer.
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