Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (Paperback)

~ Rob Jolles (Author) "There is a dilemma that exists within selling, and it has been around for some time..." (more)
Key Phrases: highest realistic level, identifying probes, initial benefit statement, 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

Product Description

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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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: 13.3 ounces
• Average Customer Review: 4.8 out of 5 stars  See all reviews (13 customer reviews)
• Amazon.com Sales Rank: #417,016 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

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.

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

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 Takes selling to the next level, August 17, 2001

By A Customer

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!