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TV Expert Interviews / Prospecting / Dec 5, 2019 / Posted by Robert Jolles / 799 

Customer Decision Cycles

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Rob Jolles is a sought-after speaker and best-selling author. He teaches, entertains, and inspires the audience worldwide. Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises.

Listen to our Sales Expert Insights interview as John and Rob cover the following points:

  • What is the exact meaning of the customer decision cycle?
  • There are times when we make a lot of assumptions and assume that we know how our customers make decisions. The fact is we probably haven’t studied that industry recently and based it off old experiences. What are Rob’s views regarding the same?
  • One of the first things that you need to do is have a conversation with new customers and the existing ones, ask to walk you through their process. How to describe the value of a good conversation!
  • What are some of the customer’s decision cycles?

Nowadays, especially in B2B selling; there is rarely just one person involved on the buyer’s side and there are people with varying levels of influence. It becomes essential to understand all those people that are involved and the point of this cycle of the process; each of them comes in and what role they play at that point.

It is a fact that when the first time, you hear a problem articulated, you think that you can easily fix this problem with enthusiasm or get something moving on. But you need to understand, there has to be a problem that you want to fix. A lot of problems you’re happy to talk about but you don’t have any intention to fix it. What Rob had to say about the same?

There are times when you go through the process and you find out that the problem isn’t something worth fixing but it allows you to be in a conversation and on a journey with the customer like exploring more. How to take that positively?

Customer’s Decision Cycles:

Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client’s “Decision Cycle” and critical “Decision Points.”

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

 

About Author

A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide. Rob draws on more than thirty years of experience and his keynotes and workshops are in global demand, including companies in North America, Europe, Africa, and the Far East.

Author's Publications on Amazon

Persuade, Don't Push! Surely you know plenty of people who need to make a change, but despite your most well-intentioned efforts, they resist because people fundamentally fear change. As a salesman, father, friend, and consultant, Rob Jolles knows this scenario all too well. Drawing on…
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How to Run Seminars and Workshops is the classic guide for trainers and presenters in any industry. Packed with clear advice and real-world practicality, this book covers all aspects including planning, setup, delivery, coaching, and more—including valuable guidance on selling your services. This new Fourth…
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The Way of the Road Warrior offers weary business travelers inspiration, advice, and practical skills for conquering the competition while conducting business on the road. This business traveler handbook is written by Robert L. Jolles salesman, consultant, professional speaker, and veteran Road Warrior who has…
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Whether you are presenting a product, giving a press conference, interviewing for a job, addressing an audience - you are selling. Selling is about persuading, and you have to think fast on your feet to be adept at it. As one of the most popular…
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This revised edition of Robert Jolles's classic book on sales technique features brands new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies! When you have a process, you have a way of measuring what you are doing. When you can measure…
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For some, projecting confidence and credibility is second nature. For others, it seems like a foreign language they'll never learn – until now. Rob Jolles delivers down-to-earth solutions for anyone looking to enhance the most basic need of all; to be believed. He leverages his…
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Comments (1)

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lukman gbadamosi commented...

great article. really learnt

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