Customer centered selling :
Jolles, Robert L. 1957-
Customer centered selling : eight steps to success from the world's best sales force / Robert L. Jolles. - London : Simon & Schuster, c1998. - xiii, 364 p. : ill. ; 25 cm.
Includes index.
The Selling Dilemma -- Your Behavioral Cycle -- Marrying the Product to the Process -- The Customer Centered Selling Process -- The Customer Centered Decision Cycle -- Teaching Salespeople to ... Fail! -- Exposing the Biggest Myths in Selling -- Questioning Techniques -- The Customer Centered Selling Cycle -- The Research Stage: The Value of a Good Conversation -- The Analysis Stage: The Best-Kept Secret in Selling -- The Confirmation Stage: Getting Past the First Decision Point -- The Requirement Stage: Discovering the Solution -- The Specification Stage: Locking Out Misunderstandings ... and the Competition -- The Solution Stage: Putting Your Product Knowledge on Display -- The Close Stage: Earning the Right to Close -- The Maintenance Stage: Restarting the Process -- The Opening Tactic -- The Objection-Handing Tactic -- Strategic Decision Making -- Making the Process Stick -- 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. Some Final Thoughts -- The Stages of the Decision Cycle and the Selling Cycle -- Customer Centered Selling Worksheets. 22. App.
"Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process.". "At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer - making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. 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."--BOOK JACKET.
06848666242
97051724
Selling.
Success in business.
HF5438.25 / .J657 1998
658.8/1
Customer centered selling : eight steps to success from the world's best sales force / Robert L. Jolles. - London : Simon & Schuster, c1998. - xiii, 364 p. : ill. ; 25 cm.
Includes index.
The Selling Dilemma -- Your Behavioral Cycle -- Marrying the Product to the Process -- The Customer Centered Selling Process -- The Customer Centered Decision Cycle -- Teaching Salespeople to ... Fail! -- Exposing the Biggest Myths in Selling -- Questioning Techniques -- The Customer Centered Selling Cycle -- The Research Stage: The Value of a Good Conversation -- The Analysis Stage: The Best-Kept Secret in Selling -- The Confirmation Stage: Getting Past the First Decision Point -- The Requirement Stage: Discovering the Solution -- The Specification Stage: Locking Out Misunderstandings ... and the Competition -- The Solution Stage: Putting Your Product Knowledge on Display -- The Close Stage: Earning the Right to Close -- The Maintenance Stage: Restarting the Process -- The Opening Tactic -- The Objection-Handing Tactic -- Strategic Decision Making -- Making the Process Stick -- 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. Some Final Thoughts -- The Stages of the Decision Cycle and the Selling Cycle -- Customer Centered Selling Worksheets. 22. App.
"Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process.". "At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer - making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. 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."--BOOK JACKET.
06848666242
97051724
Selling.
Success in business.
HF5438.25 / .J657 1998
658.8/1