Victor Recommends:
Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles
Amazon Description: Customer Centered Selling teaches 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 customer
needs. To truly create urgency, you must focus instead on the
customer's problems and decision-making process. Jolles provides a
systematic, repeatable, predictable approach that teaches you to
anticipate and influence behavior as the customer moves through an
eight-stage "decision cycle" and ultimately discovers his or her needs.
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. This book
is a "must read" for all sales professionals, sales managers, and
managers in need of a disciplined approach to persuading others. Sales & Marketing Management A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.
REVIEWS:
Wesley R. Moy Vice President-Director of Sales Development, Chase Investment Services Corp. Rob Jolles can help you find and develop the skills to reach your sales goals through his proven customer-focused sales techniques.
Phil Duff former Chief Financial Officer, Morgan Stanley At last! A sales primer for the intelligent salesperson. It involves the salesperson actively in the customer's buying process instead of relying on jargon, slogans, and gimmicks.
Professor Roger Volkema Kogod College of Business Administration, American University If you want to sell, Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire, trainer, and writer.
