Customer Centered Selling: Sales Techniques for a New World Economy
Customer Centered Selling: Sales Techniques for a New World Economy
Jolles, Rob
product information
Condition: New, UPC: 9781439144633, Publication Date: Tue, September 1, 2009, Type: Paperback ,
join & start selling
description
8This revised edition of Robert Jolles's 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 it--you 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 client's Decision Cycle and critical Decision Points. Through the use of case studies, interactive activities, and job aids, anyone--from a seasoned sales professional to a manager or parent--can 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.

reviews

Be the first to write a review

member goods

No member items were found under this heading.

notems store

The Wicked King

by Black, Holly

Paperback /Paperback

$9.74

A Distant Shore

by Kingsbury, Karen

Hardcover /Hardcover

$20.24

listens & views

BACKDAFACUP PART 2 (BONUS TRACK) ...

by ONIX

COMPACT DISC

out of stock

$22.99

POET

by DA BOOGIE MAN

COMPACT DISC

out of stock

$12.25

FOUTA

by LES FRRES GUISS AND PAUL VAN KEMENADE QUINTET PLUS

COMPACT DISC

out of stock

$13.75

Return Policy

All sales are final

Shipping

No special shipping considerations available.
Shipping fees determined at checkout.