Customer Centered Selling e-bog

This revised edition of Robert Jolless 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 ityou 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 clients "e;Decision Cycle"e; and critical "e;Decision Points."e; Through the use of case studies, interactive activities, and job aids, anyonefrom a seasoned sales professional to a manager or parentcan 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.