Customer Centered Selling: Eight Steps to Success from the World's Best Sal es Force
by Jolles, Rob
- Used
- very good
- Condition
- Very Good
- ISBN 10
- 0684855011
- ISBN 13
- 9780684855011
- Seller
-
Tokyo, Japan
Payment Methods Accepted
About This Item
US: Free Press, 2000. Very Good. 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 cr eate urgency, you must focus instead on the customer's problems and decisio n-making process. Jolles provides a systematic, repeatable, predictable app roach 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.
Synopsis
This revised edition of Robert Jolless 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 ityou 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 clients "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyonefrom a seasoned sales professional to a manager or parentcan 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.
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Details
- Bookseller
- Infinity Books Japan
(JP)
- Bookseller's Inventory #
- RWARE0000036567
- Title
- Customer Centered Selling: Eight Steps to Success from the World's Best Sal es Force
- Author
- Jolles, Rob
- Book Condition
- Used - Very Good
- Quantity Available
- 1
- Binding
- Paperback
- ISBN 10
- 0684855011
- ISBN 13
- 9780684855011
- Publisher
- Free Press
- Place of Publication
- US
- Date Published
- 2000
- Bookseller catalogs
- Business / Marketing;
Terms of Sale
Infinity Books Japan
We return books after seven days, if the customer is not 100% happy with our transaction.
About the Seller
Infinity Books Japan
Biblio member since 2006
Tokyo
About Infinity Books Japan
Infinity Books Japan,was founded in the year 2002, we pride ourselves in being there for our customers, we deal in, used, rare, out of print and first editions.
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