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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
 
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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (Paperback)

by Robert L. Jolles (Author)
5.0 out of 5 stars See all reviews (6 customer reviews)
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  • This item: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force by Robert L. Jolles

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Product details

  • Paperback: 384 pages
  • Publisher: Simon & Schuster Australia; 1st Fireside Ed edition (31 Aug 2000)
  • Language English
  • ISBN-10: 0684855011
  • ISBN-13: 978-0684855011
  • Product Dimensions: 21.5 x 14 x 2.4 cm
  • Average Customer Review: 5.0 out of 5 stars See all reviews (6 customer reviews)
  • Amazon.co.uk Sales Rank: 129,708 in Books (See Bestsellers in Books)

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Product Description

Review
Phil Duffformer Chief Financial Officer, Morgan StanleyAt 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.

Synopsis
Provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence the behaviour of your customers and ultimately discover his or her needs.

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Customer Reviews

6 Reviews
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Average Customer Review
5.0 out of 5 stars (6 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
6 of 6 people found the following review helpful:
5.0 out of 5 stars My conversion rate is over 80% since I read this book!, 19 Jul 2003
After reading a number of other books relating to sales and the closing process it was refreshing to read a book that wasn't about pressure closing or ways to trick your customers into signing on the line. Robert Jolles presents a step by step methodology that promotes customer loyalty and trust, essential in todays market place. After modifying my sales approach to more closely model that in the book I found that the close was no longer an issue, in fact on more than one occasion the customer has closed for me! If you are interested in building customer relationships for the long term I would highly recommend this book.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars Easy read. Great information., 15 May 1999
By A Customer
This review is from: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (Hardcover)
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.
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3 of 3 people found the following review helpful:
5.0 out of 5 stars Its the best book on selling available., 13 April 1998
By A Customer
This review is from: Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force (Hardcover)
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._
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Most Recent Customer Reviews

5.0 out of 5 stars Takes you from zero to hero.....well almost!
I came to this book by chance but if I had to sum up the efect of this book on my professional life the first word to spring to mind is "WOW!". Read more
Published on 26 Nov 2005

5.0 out of 5 stars A rare mix of clarity, challenge, practicality and edge
This is good because Jolles bases his teaching on one simple reality: research about hos customers actually make buying decisions. Read more
Published on 1 Aug 2005 by Mr. K. J. Duignan

5.0 out of 5 stars This is a reader-centered book. Highly recommended.
This book presents an eight - step selling plan the author developed for Xerox. Jolles shows how to shape presentations to the customer's own decision making cycle. Read more
Published on 29 Mar 1999

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