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Rating: 
Summary: Takes selling to the next level
Review: Clearly defines the steps to making a sale along with the understanding of how and when a customer makes a buying decision. People don't make a large purchase decision until they have a "problem". So if you are selling large ticket items and or programs, then you better understand how to move the decision maker into the "problem" stage. I thought that the author's examples and situations outlined in the book were excellent and really drove home the points he was making. It is an easy read and thoroughly enjoyable!
Rating:
Summary: Reader
Review: Customer Centered Selling effectively captures the essence of truly successful selling. Rob Jolles teaches the importance of focusing on the customer and the customer's needs rather than on the features of your product or service. I had the opportunity to work with Rob Jolles at The Xerox Document University in Leesburg, Virginia. This book contains many of the finer points of sales professionalism that he teaches in his sales training classes.
Rating: 
Summary: Good Book - but its missing that little "something"
Review: 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.
Rating:
Summary: Good Book - but its missing that little "something"
Review: 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.
Rating:
Summary: Takes selling to the next level
Review: I have been teaching Rob's methods for close to 2 years at the Univ. of Houston. Rob is a genuine person and his methods work...period. Yet, you cannot just read this book and expect it all to sync the first day. You need to practice this....daily to have the impact required.
Rating:
Summary: One of the Best!
Review: I've rarely seen a more logical approach to selling. It leaves nothing to imagination, making every step in the process clear and explicit. It even expands on Rackham's SPIN sequence. If you're tired of guessing, this book's for you.
Rating:
Summary: Easy read. Great information.
Review: Tired of books on selling that rehash ancient sales techniques wraped up in new-age mush? Or just provide a pep talk made up of "I've been there before stories?" Well, CUSTOMER CENTERED SELLING will be like a breath of fresh air. Jolles's approach to the customers decision cycle ought to be posted on every sales professional's wall. Its simply the best book ever on the questioning techniques and overall approach to sales you'll ever read. And it's by a guy whose not only been there (the book says he the Senior Sales Training Consultant for Xerox Corporation) but he can write too! Read it. Apply it and sales success will be yours._
Rating:
Summary: Excellent Across the Board!!!
Review: TThis book is terrific...It answered many questions I had about sales approach to b2b selling. If you are selling b2b or your product/service has a high value, you will love the tools this book will give you to succeed! It has great examples, and useful exercises to make the material 'stick'. Rob breaks everything down to minute detail, so everything is duplicatable and understandable. I hope to see an audio version sometime in the future. I love the questioning sequences detailed by Rob and his honest and ethical approach to every step in the sales cycle. This book also teaches you how to use the selling principles in everything else in life from managing employees to bringing up children. I am already beginning to be more pursuasive with my fiance and my boss. I am loving it!!! Robert Jolles teaches you very SOUND techniques and not hype like Tom Hopkins, Zig Ziglar or Joe Girard. I love the fact that he was a senior sales training consultant at Xerox, which is world-known for its investment in sales research and its training methodologies.
Rating:
Summary: Excellent Across the Board!!!
Review: TThis book is terrific...It answered many questions I had about sales approach to b2b selling. If you are selling b2b or your product/service has a high value, you will love the tools this book will give you to succeed! It has great examples, and useful exercises to make the material 'stick'. Rob breaks everything down to minute detail, so everything is duplicatable and understandable. I hope to see an audio version sometime in the future. I love the questioning sequences detailed by Rob and his honest and ethical approach to every step in the sales cycle. This book also teaches you how to use the selling principles in everything else in life from managing employees to bringing up children. I am already beginning to be more pursuasive with my fiance and my boss. I am loving it!!! Robert Jolles teaches you very SOUND techniques and not hype like Tom Hopkins, Zig Ziglar or Joe Girard. I love the fact that he was a senior sales training consultant at Xerox, which is world-known for its investment in sales research and its training methodologies.
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