Author:Jolles, Rob

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CUSTOMER CENTERED SELLING: EIGHT STEPS TO SUCCESS FROM THE WORLD'S BEST SAL ES FORCE

By: Jolles, Rob

Price: ¥400.00

Publisher: Free Press: 2000

Seller ID: RWARE0000036567

ISBN: 0684855011

Condition: Very Good


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 cr eate urgency, you must focus instead on the customer's problems and decisio n-making process. Jolles provides a systematic, repeatable, predictable app roach 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, activ... View more info