Customer Centered Selling
Author: Rob Jolles
Publisher: Simon and Schuster
Published: 2009-09-15
Total Pages: 386
ISBN-13: 143914463X
DOWNLOAD EBOOKEconomics, finance, business and industry.
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Customer Centred Selling
Author: Rob Jolles
Publisher: Simon and Schuster
Published: 2012-12-11
Total Pages: 366
ISBN-13: 1471105725
DOWNLOAD EBOOKFor almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. 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 practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour as the customer moves through an eight-stage 'decision cycle'. Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your 'selling cycle'. 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.
CustomerCentric Selling, Second Edition
Author: Michael T. Bosworth
Publisher: McGraw Hill Professional
Published: 2010-01-08
Total Pages: 305
ISBN-13: 0071639845
DOWNLOAD EBOOKThe Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be“CustomerCentric”—willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results: Having conversations instead ofmaking presentations Asking relevant questions insteadof offering opinions Focusing on solutions and notonly relationships Targeting businesspeople insteadof gravitating toward users Relating product usage instead ofrelying on features Competing to win—not just to stay busy Closing on the buyer’s timeline(instead of yours) Empowering buyers instead of tryingto “sell” them What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics—and beyond—ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.
Customer Centered Selling
Author: Robert L. Jolles
Publisher:
Published: 2000
Total Pages: 0
ISBN-13: 9780684855011
DOWNLOAD EBOOKThe man who invented the acclaimed sales methods used by Xerox explains how and why they work and how companies of all sizes, in any industry, can adopt them to establish a super sales force. Using real-life examples and practical exercises, Jolles describes the eight stages of the decision-making cycle. Charts & graphs.
Customer-Centric Selling--2nd Ed
Author: Jeff Krawitz
Publisher:
Published: 2020-04
Total Pages: 290
ISBN-13: 9780988290259
DOWNLOAD EBOOKCustomer-centered Products
Author: Ivy F. Hooks
Publisher: Amacom Books
Published: 2001
Total Pages: 314
ISBN-13: 9780814405680
DOWNLOAD EBOOKThis is a guide to eliminating the waste of time, money and effort resulting from poor product development. It provides product definition requirements needed at the start of any product development process.
Integrity Selling for the 21st Century
Author: Ron Willingham
Publisher: Currency
Published: 2003-06-17
Total Pages: 239
ISBN-13: 0385509561
DOWNLOAD EBOOK“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Customer Centered Selling
Author: Robert L. Jolles
Publisher:
Published: 1998
Total Pages: 364
ISBN-13:
DOWNLOAD EBOOKVisual Selling
Author: Paul LeRoux
Publisher: John Wiley & Sons
Published: 2007-07-27
Total Pages: 268
ISBN-13: 0470146273
DOWNLOAD EBOOKVisual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
Summary: Customer Centric Selling
Author: BusinessNews Publishing,
Publisher: Primento
Published: 2013-02-15
Total Pages: 29
ISBN-13: 2806239443
DOWNLOAD EBOOKThe must-read summary of Michael Bosworth and John Holland's book: "Customer Centric Selling: The Message Driven Sales Process". This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages to help customers visualise a product and how it can satisfy their needs. The authors share the 8 critical aspects that you will need to master in order to communicate these messages to your customers. Added-value of this summary: • Save time • Understand key concepts • Increase your business knowledge To learn more, read "Customer Centric Selling" and find out how you can create sales-ready messages that will dramatically increase your sales figures.
