Customer Centered Selling : Sales Techniques for a New World Economy, Paperba...

Description: Customer Centered Selling : Sales Techniques for a New World Economy, Paperback by Jolles, Robert L., ISBN 143914463X, ISBN-13 9781439144633, Brand New, Free shipping in the US This 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.

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End Time: 2024-12-07T01:31:38.000Z

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