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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force,Used
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Customer Centered Selling teaches you the secret of the worldfamous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decisionmaking process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eightstage 'decision cycle' and ultimately discovers his or her needs. 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. This book is a 'must read' for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others.
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