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Customer Centered Selling: Sales Techniques for a New World Economy Paperback - 2009
by Jolles, Rob
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Details
- Title Customer Centered Selling: Sales Techniques for a New World Economy
- Author Jolles, Rob
- Binding Paperback
- Edition Reissue
- Condition New
- Pages 384
- Volumes 1
- Language ENG
- Publisher Free Press, New York
- Date 2009-09-15
- Features Index, Price on Product - Canadian, Table of Contents
- Bookseller's Inventory # 531ZZZ00FML1_ns
- ISBN 9781439144633 / 143914463X
- Weight 0.86 lbs (0.39 kg)
- Dimensions 8.98 x 6 x 0.92 in (22.81 x 15.24 x 2.34 cm)
- Library of Congress subjects Success in business, Customer relations
- Dewey Decimal Code 658.81
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Summary
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.