Customer-Centric Sales (Revised Edition) (Revised Edition)

Author: Robert L. Jolly
Publisher:
Publish Date: 2004-08-01
Features: Do you know what Xerox's famous products are? Everyone will answer: "Copiers." That's correct, but there's still one answer missing. Xerox has a globally renowned "product" – training elite salespeople. 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 are eager to send their salespeople to Xerox for training. The reason is simple: Xerox can train successful salespeople. Jolly is a senior sales training manager at Xerox, and in this book, he concisely analyzes the eight decision cycles of customers and the eight sales steps of salespeople. He 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 more importantly reveals the true "concept" 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," spoken by Jolly, is no longer just a slogan 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 experiences, and after repeated setbacks, they inevitably find their own insights. But for beginners, can sales really only be learned through time and experience? Robert L. Jolly, a veteran sales training manager at Xerox, emphasizes that "sales is a process of persuasion," and 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 rather on the customers' needs and decision-making process. Breaking through the psychological barriers customers face during their decision-making is the key to closing deals. When customers go through the eight stages of the "decision cycle," how you participate and influence their decisions becomes the determining factor between success and failure. This book shares the secrets to business team success, making it an indispensable business guide.