Customer centered selling
eight steps to success from the world's best sales force
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Word Count
91,000 words, Guess
Page Count
364 pages
Identifiers
- Open LibraryOL702712M
- ISBN-100684843900
- OCLC Control Number38106543
- OCLC Control Numbercustomercentered00robj
- Library of Congress Control Number97051724
and 2 more
- Goodreads4638364
- LibraryThing4717896
Classifications
- DDC658.8/1
- LCCHF5438.25 .J657 1998
Description
"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.
Other Editions
- Customer centered selling: eight steps to success from the world's best sales force
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