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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force Paperback – August 15, 2000

4.5 out of 5 stars 30 customer reviews

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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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Product Details

  • Paperback: 384 pages
  • Publisher: Free Press; 1st Fireside Ed edition (August 15, 2000)
  • Language: English
  • ISBN-10: 0684855011
  • ISBN-13: 978-0684855011
  • Product Dimensions: 8.5 x 5.5 x 0.9 inches
  • Shipping Weight: 12 ounces
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (30 customer reviews)
  • Amazon Best Sellers Rank: #1,352,122 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: 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.
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Format: 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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By A Customer on August 17, 2001
Format: Paperback
Clearly defines the steps to making a sale along with the understanding of how and when a customer makes a buying decision. People don't make a large purchase decision until they have a "problem". So if you are selling large ticket items and or programs, then you better understand how to move the decision maker into the "problem" stage. I thought that the author's examples and situations outlined in the book were excellent and really drove home the points he was making. It is an easy read and thoroughly enjoyable!
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Format: 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.
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Format: Paperback Verified Purchase
This was my first and still favorite sales book. I love the assumption that customer don't know how to decide and that good and ethical salesmen play a key role to help them. Additionally, people with technical backgrounds will like the structured approach in how to break their natural bad habits of telling the customer what they need or blindly responding to their demands. Tip: There are questions/exercises at the end of each chapter. Don't just assume they are easy questions-- force yourself to write down an answer. (It is usually surprisingly difficult) Those that skip this don't get near as much value from the book.
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Format: Paperback Verified Purchase
Well researched, and well presented. Because of the author's history - a former sales teacher at Xerox in the days when they were #1, and more - I felt like this is a guy who might have something worthwhile to say. I was right. He offers an excellent comprehensive sales presentation system which would be useful to almost anyone in sales. I would have given the book 5 stars except for the fact that his system involves a lot of detailed steps, each of which he deems to be essential. In my opinion, he makes the process a little too complicated. Still, it was more than worth my time to read this book. An additional point - the author comes across as the kind of guy who is really trying to do what's right for the customer, and for his readers.
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By A Customer on October 21, 2000
Format: Paperback
I read this bood in the Chinese translated version. It is very similar to the book "Solution Selling", afterall, both authors were trained by Xerox Corp. A bit technical in this presentation compared to Solution Selling. Both very eye-opening to the art of selling. Great book. If you want to master selling and be the top sales person in your firm, this is a book that can help you get there.
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Format: Paperback Verified Purchase
Jolles has a lot of sales nuggets peppered throughout his book. I was especially keen on his study of 25,000 clients who were asked how satisfied they were with their product/service. The figures were insightful, if not enlightening! I highly recommend this book!
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