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Zusatztext Professor Roger Volkema Kogod College of Business Administration! American University If you want to sell! Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire! trainer! and writer. Informationen zum Autor Robert L. Jolles is a master corporate trainer and one of the most sought after business speakers in the country. His programs and twenty plus years of delivery have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 Companies. He not only successfully sold for two of the most respected sales institutions in the nation, New York Life & Xerox; he was instrumental in creating, delivering, and managing Xerox Corporation’s highly touted customer sales training programs. A published author of three bestselling books, and President of Jolles Associates, Inc., his programs teach you the lessons taught by Xerox to their sales force and customers. These programs have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 companies. He lives in Great Falls, Virginia. Klappentext "Customer Centered Selling" teaches you the secret of the world-famous 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 decision-making process. Jolles provides a systematic! repeatable! predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "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. Zusammenfassung 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....
