Screen LibraryCustomer centered selling : sales techniques for a new world economy /
"Customer Centered Selling teaches you the secrets of the world-famous Xerox sales training program. Rather than the conventional selling practices of waiting for clients to tell you what they need, learning a customer centered approach focuses on the value of true consulting and problem-solvin...
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| Main Authors: | |
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| Published: |
Free Press,
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| Publisher Address: | New York : |
| Publication Dates: | 2009. |
| Literature type: | Book |
| Language: | English |
| Edition: | Second edition. |
| Subjects: | |
| Summary: |
"Customer Centered Selling teaches you the secrets of the world-famous Xerox sales training program. Rather than the conventional selling practices of waiting for clients to tell you what they need, learning a customer centered approach focuses on the value of true consulting and problem-solving tactics that create both trust and urgency. What's more, every tactic inside this book is supported by repeatable, predictable processes that can be measured and implemented. Through the use of case studies, interactive activities, job aids, and coaching documents, anyone can harness the process of p |
| Item Description: | Includes index. |
| Carrier Form: | xvii, 362 pages : illustrations ; 25 cm |
| ISBN: |
9781439144633 143914463X |
| Index Number: | HF5438 |
| CLC: | F713.3 |
| Call Number: | F713.3/J753/2nd. ed. |
| Contents: | Who Am I? A Poem -- Pt. I. The Need -- 1. The Selling Dilemma -- 2. Your Behavioral Cycle -- 3. Marrying the Product to the Process -- Pt. II. The Process -- 4. The Customer Centered Selling Process -- 5. The Customer Centered Decision Cycle -- 6. Teaching Salespeople ... to Fail! -- 7. Exposing the Biggest Myths in Selling -- 8. Questioning Techniques -- 9. The Customer Centered Selling Cycle -- 10. The Research Stage: The Value of a Good Conversation -- 11. The Analysis Stage: The Best-Kept Secret in Selling -- 12. The Confirmation Stage: Getting Past the First Decision Point -- 13. The Re |