Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force (Hardcover)

by Rob Jolles (Author) "There is a dilemma that exists within selling, and it has been around for some time..." (more)
Key Phrases: Customer Centered Selling, Rob's Rule, New York Life (more...)

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 --This text refers to the Paperback edition.

Review
Sales & Marketing ManagementA simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.

Wesley R. MoyVice President-Director of Sales Development, Chase Investment Services Corp.Rob Jolles can help you find and develop the skills to reach your sales goals through his proven customer-focused sales techniques.

Phil Duffformer Chief Financial Officer, Morgan StanleyAt last! A sales primer for the intelligent salesperson. It involves the salesperson actively in the customer's buying process instead of relying on jargon, slogans, and gimmicks.

Professor Roger VolkemaKogod College of Business Administration, American UniversityIf you want to sell, Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire, trainer, and writer. --This text refers to the Paperback edition.

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Product Details

• Hardcover: 384 pages
• Publisher: Free Press (April 9, 1998)
• Language: English
• ISBN-10: 0684843900
• ISBN-13: 978-0684843902
• Product Dimensions: 9.6 x 6.4 x 1.1 inches
• Shipping Weight: 1.4 pounds
• Average Customer Review: 4.8 out of 5 stars See all reviews (12 customer reviews)
• Amazon.com Sales Rank: #1,126,655 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars A real-world pratical guide to successful selling!, August 18, 1999

By	[e-mail] (Dallas, Texas) - See all my reviews

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.

5 of 5 people found the following review helpful:

5.0 out of 5 stars Easy read. Great information., May 15, 1999

By A Customer

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 Takes selling to the next level, August 17, 2001

By A Customer

This review is from: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (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!