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Book Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force

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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force

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    Available in PDF - DJVU Format | Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force.pdf | Language: ENGLISH
    Robert L. Jolles(Author)

    Book details


"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.

"Sales & Marketing Management"A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.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.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.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.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.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."Sales & Marketing Management" A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.Sales & Marketing Management A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers. --This text refers to the Paperback edition.

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  • Pdf

*An electronic version of a printed book that can be read on a computer or handheld device designed specifically for this purpose.

Formats for this Ebook

PDF
Required Software Any PDF Reader, Apple Preview
Supported Devices Windows PC/PocketPC, Mac OS, Linux OS, Apple iPhone/iPod Touch.
# of Devices Unlimited
Flowing Text / Pages Pages
Printable? Yes

Book details

  • PDF | 288 pages
  • Robert L. Jolles(Author)
  • Simon & Schuster Ltd (1 Jan. 1998)
  • English
  • 6
  • Business, Finance & Law

Read online or download a free book: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force

 

Review Text

  • By Allan Brearley on 19 July 2003

    After reading a number of other books relating to sales and the closing process it was refreshing to read a book that wasn't about pressure closing or ways to trick your customers into signing on the line. Robert Jolles presents a step by step methodology that promotes customer loyalty and trust, essential in todays market place. After modifying my sales approach to more closely model that in the book I found that the close was no longer an issue, in fact on more than one occasion the customer has closed for me! If you are interested in building customer relationships for the long term I would highly recommend this book.

  • By Mr. L. Macdonald on 1 March 2016

    This book teaches you how to influence and therefore sell. I can assure you I have read countless sales books, each promising something along the lines of double your income, learn the secrets of selling, how to sell anything to anyone. Save your time and effort and buy this book and just this book. If you sell ANYTHING above $100 then this book will help you sell it. How? Because it provides a repeatable, predictable process that works. I have read this book 5 times now and each time I learn new things or find new ways to apply the concepts. This is how Xerox sell....one of the best sales forces in the world and the author not only sold for xerox he taught xerox sales professionals as well. If you want some tips, motivation or you like wasting your time then go for Ziegler, Tracy, Hopkins, etc..... The afore mentioned have their place but trust me they will never, ever teach you how to sell. Spin selling will, but I much prefer this process. So buy it, be challenged and be assured you will be a better sales professional in every way.

  • By H. Popeck on 14 October 2009

    Written by a professional persuader rather than a professional manipulator - and that's where this fine book achieves and retains its edge above all others.

  • By Mr. K. J. Duignan on 1 August 2005

    This is good because Jolles bases his teaching on one simple reality: research about hos customers actually make buying decisions. Allowing for variations in behaviour across markets and products, this is a tremendous core.


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