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"Sales & Marketing Management" A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.
Product Description
Customer Centered Selling teaches you the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behaviour by studying and understanding the client's "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids anyone from a seasoned sales professional to a manager or parent can not only learn the power to influence behaviour, they can implement these ideas as well.
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Most Helpful Customer Reviews
Format:Paperback
Written by a professional persuader rather than a professional manipulator - and that's where this fine book achieves and retains its edge above all others.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
2 reviews
KNOW the selling process
15 Aug 2011
Format:Paperback
Jolles really is a fantastic teacher. He shows you the selling process from a buyer and seller's perspective, and he uses great examples.
Focus on the Customer
25 Mar 2011
Format:Paperback|Amazon Verified Purchase
Jolles has a lot of sales nuggets peppered throughout his book. I was especially keen on his study of 25,000 clients who were asked how satisfied they were with their product/service. The figures were insightful, if not enlightening! I highly recommend this book!
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