Rob Jolles
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By: Free Press
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Subjects -> Business & Investing -> Job Hunting & Careers -> Vocational Guidance
Subjects -> Business & Investing -> Management & Leadership -> Decision-Making & Problem Solving
Subjects -> Business & Investing -> Marketing & Sales -> Consumer Behavior
Customer Reviews:
Total reviews: 11
Average rating: 5.0 of 5
Good Book - but its missing that little "something" 3 out of 5 stars.
5 of 7 people found this review helpful.
I am pretty new to the world of sales - a reluctant salesman who has realised that selling is central to success in any relationship based endeavour. What I have been searching for is a sales 'system' - a repeatable process that allows you to 'advise' the client for mutual benefit, rather than simply sell him. And Robert Jolles almost hits the mark. He gives you a sales strategy - a strategy with 8 steps in the selling process, that with a bit of practice will make the sales call more of a consultation.But, for me, the book contradicted its title somewhat. This is particularly evident where Jolles uses the boxing metaphor for selling (he compares selling to you and your client stepping into the ring for a few rounds) and 'bleeding' your client. Now maybe I'm naive, but I think this is what is totally wrong with the sales profession - I don't think you're ever fighting your client, or should be trying to 'bleed' him or her, or make him hurt.
Now perhaps Jolles was simply trying to make the point that the client needs to be fully aware of the implications of his/her problem etc, but it was the way he says it that shows he doesn't have the customers true interests at heart. And to me,its the philosophy of the sales professional combined with sales effectiveness that is critical to building long-term, mutually benefical client relationships.
I would recommend this book to you - it teaches a sound sales process that is repeatable. But for me it missed that extra something.
Editorial Review:
Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a "must read" for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others.
