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Synopsis
Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. 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, sales managers, and managers in need of a disciplined approach to persuading others.
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About the Author
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
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. -- Review
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- PublisherFree Press
- Publication date2000
- ISBN 10 0684855011
- ISBN 13 9780684855011
- BindingPaperback
- LanguageEnglish
- Edition number1
- Number of pages384
- Rating
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Customer Centered Selling : Eight Steps to Success from the World's Best Sales Force
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Simon & Schuster Trade Paperbacks, New York, Ny, U. S. A., 2000
ISBN 10: 0684855011
ISBN 13: 9780684855011
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