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.
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Book Description
Editorial Reviews
Review
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. -- Review
About the Author
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 best-selling 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.
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Most Helpful Customer Reviews
8 of 8 people found the following review helpful:
5.0 out of 5 stars
A real-world pratical guide to successful selling!,
By david.jones2@ey.com (Dallas, Texas) - See all my reviews
This review is from: Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force (Hardcover)
Customer Centered Selling effectively captures the essence of truly successful selling. Rob Jolles teaches the importance of focusing on the customer and the customer's needs rather than on the features of your product or service. I had the opportunity to work with Rob Jolles at The Xerox Document University in Leesburg, Virginia. This book contains many of the finer points of sales professionalism that he teaches in his sales training classes.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
Easy read. Great information.,
By A Customer
This review is from: Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force (Hardcover)
Have you ever been to a sales seminar or read a book about sales, and thought that one great idea was worth the time and money invested? Customer Centered Selling is just one big great idea. Using the ideas presented will help you increase sales by focusing on what is important-where you and your customer are in the process and how to get to yes. As importantly as getting to yes, you will also learn an ethical system of selling that will help you help your customer. Great book. A few misspelled words, but I have a first edition. Hopefully they will be caught in time for the second ed.
4 of 4 people found the following review helpful:
5.0 out of 5 stars
Its the best book on selling available.,
By Ronald Mills (Agoura Hills, California USA) - See all my reviews
This review is from: Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force (Hardcover)
Tired of books on selling that rehash ancient sales techniques wraped up in new-age mush? Or just provide a pep talk made up of "I've been there before stories?" Well, CUSTOMER CENTERED SELLING will be like a breath of fresh air. Jolles's approach to the customers decision cycle ought to be posted on every sales professional's wall. Its simply the best book ever on the questioning techniques and overall approach to sales you'll ever read. And it's by a guy whose not only been there (the book says he the Senior Sales Training Consultant for Xerox Corporation) but he can write too! Read it. Apply it and sales success will be yours._
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Inside This Book
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First Sentence:
There is a dilemma that exists within selling, and it has been around for some time. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
highest realistic level, identifying probes, initial benefit statement, probing sequence, opening tactic, developing probes, acknowledgment stage, reconsideration stage, background probes, conscious competency, family truckster, impact probes, confirmation stage, satisfaction stage, decision cycle, test your comprehension, selling cycle, unconscious competent, analytical personality, trial close, competent stage, been successful working, selling scenario, requirement stage, solution stage Key Phrases - Capitalized Phrases (CAPs): (learn more)
Customer Centered Selling, Rob's Rule, New York Life, Buyer Focused Selling, Rob Jolles, Ben Feldman, John Gray, Mark Twain, Albert Einstein, Xerox Document University, David Kearns, East Coast, President Bush, Problem Solving Process New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
There is a dilemma that exists within selling, and it has been around for some time. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
highest realistic level, identifying probes, initial benefit statement, probing sequence, opening tactic, developing probes, acknowledgment stage, reconsideration stage, background probes, conscious competency, family truckster, impact probes, confirmation stage, satisfaction stage, decision cycle, test your comprehension, selling cycle, unconscious competent, analytical personality, trial close, competent stage, been successful working, selling scenario, requirement stage, solution stage Key Phrases - Capitalized Phrases (CAPs): (learn more)
Customer Centered Selling, Rob's Rule, New York Life, Buyer Focused Selling, Rob Jolles, Ben Feldman, John Gray, Mark Twain, Albert Einstein, Xerox Document University, David Kearns, East Coast, President Bush, Problem Solving Process New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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