Robert L. Jolles Boeken

"Customer Centered Selling" reveals the secrets of the renowned Xerox sales training program, developed by Robert L. Jolles, who has the longest tenure as a Sales Trainer at Xerox. The key insight is to reverse traditional selling practices by prioritizing the customer's needs and decision-making process over the selling process itself. Jolles introduces a systematic approach to anticipate and influence customer behavior through an eight-stage "decision cycle." Understanding this cycle is crucial before aligning it with your own "selling cycle." Central to his teachings is the innovative concept of planting ideas in the customer's mind, making them feel as though they originated those ideas. Jolles presents a repeatable and adaptable selling process that can be applied to any persuasive scenario. The book is enriched with case studies, activities, and exercises designed to help readers grasp the principles and apply them to their unique situations. It is an essential read for sales professionals, sales managers, and any managers seeking a structured approach to persuasion.

Most new trainers and presenters excel in their subject matter but often struggle with effective delivery. For over a decade, Robert Jolles's guide has equipped tens of thousands with the skills to teach, engage, and inspire audiences in various settings. The updated Third Edition enhances this classic resource for anyone tasked with captivating an audience. Jolles, former head of Xerox's renowned "train the trainer" program, shares proven techniques for winning over listeners, maintaining their interest, conveying key information, and motivating them to take action. This guide serves both seasoned professionals seeking to elevate their seminar and workshop leadership and novices looking for a comprehensive self-teaching tool to build confidence and essential skills. It offers straightforward, trustworthy advice covering all aspects of professional training and speaking, including research and preparation, questioning techniques, pacing, visual aids, evaluation, and feedback. Key topics include creating a seminar business, recognizing diverse personalities, preparing for on-site training, maintaining audience engagement, utilizing the latest technology, providing feedback and coaching, presenting effectively, and developing a training staff. Trusted by thousands, this resource is essential for anyone committed to sharing knowledge and making a lasting impact.