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.”
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.