Customer-Centric Sales Revised Edition

Author: None
Publisher:
Publish Date: 2004-11-01
Features: Do you know what Xerox's famous products are? Everyone will answer: "Copiers." That's right, but there's still one answer missing. Xerox, a globally renowned "product," is also its elite sales training. Don't doubt it, and don't be surprised—Xerox's sales training results are undeniable. In the U.S., even companies like Microsoft, Motorola, and Anthem compete to send their salespeople to Xerox for training. The reason is simple: Xerox trains successful salespeople.
Joe Ellis is Xerox's senior sales training manager. In this book, he concisely analyzes the eight stages of the customer's decision-making cycle and the eight steps of the salesperson's sales process. The author believes that by closely integrating the two, you can master the key to closing deals. Beyond providing many effective and practical sales techniques, the book also reveals the true "philosophy" of sales—the customer-centric sales approach. Through the author's relaxed, engaging, and vivid descriptions, you will gradually transform your sales mindset from the inside out.
"Customer first" no longer just a slogan from Joe Ellis's mouth but a way of life, a truly actionable sales method. For many seasoned salespeople in the business world, sales is simply the accumulation of trial-and-error experience. After repeated setbacks, they inevitably figure out their own insights. But for beginners, can sales really only be learned through time and experience? Robert L. Ellis, Xerox's veteran sales training manager, emphasizes that "sales is a process of persuasion." Therefore, it can be learned in a more systematic way.
In this book, he not only reveals the secrets of Xerox's sales training but also provides a series of case studies. He argues that the focus for salespeople should not be on the sales process itself but on the customer's needs and decision-making process as the primary target. Breaking through the psychological barriers during the customer's decision-making process is the key to closing deals. When customers go through the eight stages of the "decision-making cycle," how to participate and influence their decisions becomes the deciding factor between success and failure.
This book reveals the secrets to the success of business teams and is a business guide you cannot afford to miss.