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Author : Rob Jolles
Release : 2009-09-15
Genre : Business & Economics
Kind : eBook
Book Rating : 63X/5 ( reviews)
Book Synopsis Customer Centered Selling by : Rob Jolles
Download or read book Customer Centered Selling written by Rob Jolles. This book was released on 2009-09-15. Available in PDF, EPUB and Kindle. Book excerpt: Economics, finance, business and industry.
Author : Rob Jolles
Release : 2012-12-11
Genre : Business & Economics
Kind : eBook
Book Rating : 725/5 ( reviews)
Book Synopsis Customer Centred Selling by : Rob Jolles
Download or read book Customer Centred Selling written by Rob Jolles. This book was released on 2012-12-11. Available in PDF, EPUB and Kindle. Book excerpt: For almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. 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 practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour as the customer moves through an eight-stage 'decision cycle'. Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your 'selling cycle'. 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.
Author : Michael T. Bosworth
Release : 2010-01-08
Genre : Business & Economics
Kind : eBook
Book Rating : 845/5 ( reviews)
Book Synopsis CustomerCentric Selling, Second Edition by : Michael T. Bosworth
Download or read book CustomerCentric Selling, Second Edition written by Michael T. Bosworth. This book was released on 2010-01-08. Available in PDF, EPUB and Kindle. Book excerpt: The Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be“CustomerCentric”—willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results: Having conversations instead ofmaking presentations Asking relevant questions insteadof offering opinions Focusing on solutions and notonly relationships Targeting businesspeople insteadof gravitating toward users Relating product usage instead ofrelying on features Competing to win—not just to stay busy Closing on the buyer’s timeline(instead of yours) Empowering buyers instead of tryingto “sell” them What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics—and beyond—ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.
Author : Robert L. Jolles
Release : 2000
Genre : Selling
Kind : eBook
Book Rating : 011/5 ( reviews)
Book Synopsis Customer Centered Selling by : Robert L. Jolles
Download or read book Customer Centered Selling written by Robert L. Jolles. This book was released on 2000. Available in PDF, EPUB and Kindle. Book excerpt: The man who invented the acclaimed sales methods used by Xerox explains how and why they work and how companies of all sizes, in any industry, can adopt them to establish a super sales force. Using real-life examples and practical exercises, Jolles describes the eight stages of the decision-making cycle. Charts & graphs.
Author : Jeff Krawitz
Release : 2020-04
Genre : Business & Economics
Kind : eBook
Book Rating : 259/5 ( reviews)
Book Synopsis Customer-Centric Selling--2nd Ed by : Jeff Krawitz
Download or read book Customer-Centric Selling--2nd Ed written by Jeff Krawitz. This book was released on 2020-04. Available in PDF, EPUB and Kindle. Book excerpt:
