Jolles, R: Customer Centred Selling

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

Rob Jolles

Buch (Taschenbuch, Englisch)
Buch (Taschenbuch, Englisch)
Fr. 19.90
Fr. 19.90
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inkl. gesetzl. MwSt.
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Kostenlose Lieferung ab Fr.  30 i

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Beschreibung

For 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.

Produktdetails

Einband Taschenbuch
Seitenzahl 384
Erscheinungsdatum 05.06.2000
Sprache Englisch
ISBN 978-0-684-86624-6
Verlag Simon & Schuster UK
Maße (L/B) 23.4/15.6 cm
Abbildungen mit Illustrationen
Verkaufsrang 7967

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