Customer Centered Selling: Sales Techniques for a New World Economy

セールスを成功させる上での質問技法のステップが紹介されています。セールスでの質問技法といえばＳＰＩＮ式が有名ですが、実際かなり似ています。（ただ、こちらの方が質問のステップが多いです。）私は先にこの本を読んだのですが、充分に実践で使いえるテクニックです。ＳＰＩＮ式と併せて取り組めばより効果的でしょう。

This book teaches you how to influence and therefore sell. I can assure you I have read countless sales books, each promising something along the lines of double your income, learn the secrets of selling, how to sell anything to anyone. Save your time and effort and buy this book and just this book. If you sell ANYTHING above $100 then this book will help you sell it. How? Because it provides a repeatable, predictable process that works. I have read this book 5 times now and each time I learn new things or find new ways to apply the concepts. This is how Xerox sell....one of the best sales forces in the world and the author not only sold for xerox he taught xerox sales professionals as well. If you want some tips, motivation or you like wasting your time then go for Ziegler, Tracy, Hopkins, etc..... The afore mentioned have their place but trust me they will never, ever teach you how to sell. Spin selling will, but I much prefer this process. So buy it, be challenged and be assured you will be a better sales professional in every way.

Well researched, and well presented. Because of the author's history - a former sales teacher at Xerox in the days when they were #1, and more - I felt like this is a guy who might have something worthwhile to say. I was right. He offers an excellent comprehensive sales presentation system which would be useful to almost anyone in sales. I would have given the book 5 stars except for the fact that his system involves a lot of detailed steps, each of which he deems to be essential. In my opinion, he makes the process a little too complicated. Still, it was more than worth my time to read this book. An additional point - the author comes across as the kind of guy who is really trying to do what's right for the customer, and for his readers.

Master the art of urgency with the master! Rob Jolles truly wrote the book on customer centered selling. Insights and inspiration that transform businesses and lives. Karen Briscoe, author and podcast host 5 Minute Success

This was my first and still favorite sales book. I love the assumption that customer don't know how to decide and that good and ethical salesmen play a key role to help them. Additionally, people with technical backgrounds will like the structured approach in how to break their natural bad habits of telling the customer what they need or blindly responding to their demands. Tip: There are questions/exercises at the end of each chapter. Don't just assume they are easy questions-- force yourself to write down an answer. (It is usually surprisingly difficult) Those that skip this don't get near as much value from the book.