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Customer Centered Selling Eight Steps to Success from the World's Best Sales Force

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ISBN-10: 0684855011

ISBN-13: 9780684855011

Edition: 2000

Authors: Robert L. Jolles

List price: $16.00
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Book details

List price: $16.00
Copyright year: 2000
Publisher: Free Press
Publication date: 8/15/2000
Binding: Paperback
Pages: 384
Size: 5.75" wide x 8.50" long x 1.00" tall
Weight: 0.748
Language: English

Robert L. Jollesis a master corporate trainer and one of the most sought after business speakers in the country. nbsp;His programs and twenty plus years of delivery have allowed him to amass a client list that reads like a Who's Who of Fortune 500 Companies.nbsp; He not only successfully sold for two of the most respected sales institutions in the nation, New York Life & Xerox; he was instrumental in creating, delivering and managing Xerox Corporation's highly touted customer sales training programs.nbsp; A published author of three best-selling books, and President of Jolles Associates, Inc., his programs teach you the lessons taught by Xerox to their sales force and customers.nbsp; These…    

Preface
Acknowledgments
The Need
The Selling Dilemma
Your Behavioral Cycle
Marrying the Product to the Process
The Process
The Customer Centered Selling Process
The Customer Centered Decision Cycle
Teaching Salespeople to...Fail!
Exposing the Biggest Myths in Selling
Questioning Techniques
The Customer Centered Selling Cycle
The Research Stage: The Value of a Good Conversation
The Analysis Stage: The Best-Kept Secret in Selling
The Confirmation Stage: Getting Past the First Decision Point
The Requirement Stage: Discovering the Solution
The Specification Stage: Locking Out Misunderstandings...and the Competition
The Solution Stage: Putting Your Product Knowledge on Display
The Close Stage: Earning the Right to Close
The Maintenance Stage: Restarting the Process
The Support
The Opening Tactic
The Objection-Handling Tactic
Strategic Decision Making
Making the Process Stick
Some Final Thoughts
Appendix: The Stages of the Decision Cycle and the Selling Cycle
Customer Centered Selling Worksheets
Reply Card
Index