Synopses & Reviews
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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SalesandMarketing ManagementA simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.
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Wesley R. MoyVice 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.
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Phil Duffformer Chief Financial Officer, Morgan StanleyAt 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.
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Professor Roger VolkemaKogod College of Business Administration, American UniversityIf you want to sell, Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire, trainer, and writer.
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.
About the Author
Robert L. Jolles is President of Jolles Associates, Inc., an independent training consulting firm. The Sales Trainer with the longest tenure working at Xerox Corporation today, Mr. Jolles is also the only person to have been awarded the position of Senior Sales Training Consultant. He lives in Great Falls, Virginia.