Customer centered selling

"Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process.". "At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer - making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any…