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

by Rob Jolles

Book Overview

Customer Centered Sellingteaches 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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0684843900
• ISBN13: 9780684843902
• Release Date: April 1998
• Publisher: Simon & Schuster
• Length: 364 Pages
• Weight: 1.45 lbs.
• Dimensions: 1.1" x 6.4" x 9.6"

Customer Reviews

Takes selling to the next level

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!

Reader

I read this bood in the Chinese translated version. It is very similar to the book "Solution Selling", afterall, both authors were trained by Xerox Corp. A bit technical in this presentation compared to Solution Selling. Both very eye-opening to the art of selling. Great book. If you want to master selling and be the top sales person in your firm, this is a book that can help you get there.

A real-world pratical guide to successful selling!

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.

Easy read. Great information.

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.

Its the best book on selling available.

Tired of books on selling that rehash ancient sales techniques wraped up in new-age mush? Or just provide a pep talk made up of "I've been there before stories?" Well, CUSTOMER CENTERED SELLING will be like a breath of fresh air. Jolles's approach to the customers decision cycle ought to be posted on every sales professional's wall. Its simply the best book ever on the questioning techniques and overall approach to sales you'll ever read. And it's by a guy whose not only been there (the book says he the Senior Sales Training Consultant for Xerox Corporation) but he can write too! Read it. Apply it and sales success will be yours._