Customer centered selling
Subtitle: eight steps to success from the world's best sales force
By: Robert L. Jolles.
Publisher: Free Press
Published: 1998
Place of publication: New York
Language: eng
Number of pages: 364
Subjects: Selling.; Success in business.
Description: "Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process.".

"At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer - making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion.

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."--BOOK JACKET.
Notes: Includes index.