Customer Centered Selling

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"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.