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Title: confusing the title with CustomerCentric Selling
Review: Little more than a rehash of Solution Selling from 1983 and a clear poor man's version of CustomerCentric Selling from 2003. You would be better served checking out the latest version of CustomerCentric Selling from Bosworth, Holland and Visgatis.(ISBN-10: 0071637087ISBN-13: 978-0071637084)I can't believe that the author did not reference CustomerCentric Selling for his work. The stages are very similar to the first version of CustomerCentric Selling, but the author is still using the old techniques of selling rather than the sales ready messaging endorsed by the American Marketing Association and the process that has changed selling organizations globally.
