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

Jolles, Robert L.

ISBN 10: 0684843900 / ISBN 13: 9780684843902

Edité par The Free Press, New York, 1998

A propos de cet article

xiii, [1], 364 p. Illustrations. Index. The author was a senior sales training consultant for Xerox Corporation. This guide teaches the reader an eight-stage sales process to anticipate and manipulate customer behaviour at each phase of the selling cycle. The eight stages are: research, analysis, confirmation, requirement, specification, solution, close and maintenance. 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, Jolle reveals, is reversing the conventional selling practice. Very good in very good dust jacket. Signed by author. DJ has slight wear and soiling.

N° de réf. du vendeur 64497

Détails bibliographiques

• Titre: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
• Éditeur: The Free Press, New York
• Date de parution: 1998
• Langue: anglais
• ISBN à 10 chiffres: 0684843900
• ISBN à 13 chiffres: 9780684843902
• Reliure: Hardcover
• Édition: Reprint. Second printing.
• Signé: Signé par l'auteur

A propos de ce titre

Synopsis

This guide teaches the reader an eight-stage sales process to anticipate and manipulate customer behaviour at each phase of the selling cycle. The eight stages are: research, analysis, confirmation, requirement, specification, solution, close and maintenance.

Présentation de l'éditeur

For almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. 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 practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour 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.