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.

About the Author
Robert L. Jolles is President of Jolles Associates, Inc, an independent training consulting firm.


Book Information
ISBN 9781439144633
Author Robert L. Jolles
Format Paperback
Page Count 384
Imprint The Free Press
Publisher Simon & Schuster