Customer Centered Selling ─ Sales Techniques for a New World Economy

Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. 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. This book is a "must read" for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others.

Robert L. Jolles is a master corporate trainer and one of the most sought-after business speakers in the country. His programs and more than twenty years of delivery have allowed him to amass a client list that reads like a Who’s Who of Fortune 500 Companies. A published author of three bestselling books and president of Jolles Associates, Inc., his programs teach the lessons taught by Xerox to their sales force and customers. He lives in Great Falls, Virginia.