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.
- ISBN10 143914463X
- ISBN13 9781439144633
- Publish Date 15 September 2009
- Publish Status Active
- Out of Print 11 June 2021
- Publish Country US
- Publisher Simon & Schuster
- Imprint The Free Press
- Format Paperback (B-Format (198x129 mm))
- Pages 384
- Language English