Customer Centered Selling. Sales Techniques for a New World Economy (Paperback)

Cover Type: Softcover
Book Condition: Fine
Jacket Condition: None Issued
Publisher: Free Press
Publisher Place: New York
Publisher Year: 2009
Edition: Reprint

Description: 360 pages. Book appears to have hardly been read and is in Fine condition throughout. Sales Techniques For A New World Economy

Publishers Description: This revised edition of Robert Jollesas classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies!When you have a process, you have a way of measuring what you are doing. When you can measure ita”you can fix it!Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the clientas "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyonea”from a seasoned sales professional to a manager or parenta”can not only learn the power to influence behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, Customer Centered Selling provides a step-by-step, consultative process that inspires as it teaches.

ISBN: 9781439144633