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Customer Centred Selling By Rob Jolles

Customer Centred Selling
by Rob Jolles

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£14.99
CUSTOMER CENTRED SELLING captures the essence of truly successful selling by revealing the secrets of the world-famous Xerox training programme.
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Customer Centred Selling Summary


Customer Centred Selling by Rob Jolles

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.

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About Rob Jolles


Robert L. Jolles is President of Jolles Associates, Inc, an independent training consulting firm.

Additional information

GOR001090998
Customer Centred Selling by Rob Jolles
Rob Jolles
Used - Very Good
Paperback
Simon & Schuster
2000-06-05
384
0684866242
9780684866246
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.