Customer Centered Selling: Sales Techniques For A New World Economy

Brand: Free Press
SKU: DADAX143914463X
ISBN : 9781439144633
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Customer Centered Selling: Sales Techniques for a New World Economy

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.

Specifications of Customer Centered Selling: Sales Techniques for a New World Economy

GENERAL
AuthorRob Jolles
BindingPaperback
LanguageEnglish
EditionReissue
ISBN-10143914463X
ISBN-139781439144633
PublisherFree Press
Number Of Pages384
Publication Date2009-09-15
DIMENSIONS
Height9 inch.
Length6 inch.
Width1 inch.
Weight0.88 pounds.

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