Customer Centered Selling: Sales Techniques for a New World Economy by Robert L. Jolles

In his book, "Customer Centered Selling: Sales Techniques for a New World Economy," Robert L. Jolles lays out strategies for making effective sales in the digital age. Using data from recent technological advancements, he emphasizes the importance of creating a customer-centric selling strategy.

In the beginning of his book, Jolles defines the digital economy, which he sees as being based on automation, personalization and innovation. These three components guide the reader in creating positive and valuable customer experiences. He then discusses the different components of customer-centric sales, such as customer segmentation, customer loyalty, data-driven decision making and content marketing.

Jolles is a firm believer that technology can drive customer-centric sales. He provides detailed statistics and case studies to illustrate how companies that use technology tools to customize their sales approaches can win customers and increase sales. By using data-driven techniques such as CRM (customer relationship management) systems and analytics tools, companies can measure customer purchasing patterns and customize their marketing efforts.

The author also advises companies to create a customer-centric culture in order to succeed, a culture that puts the customer first and works to understand their needs and preferences. He explains how strong communication is the key to gaining a customer’s trust and loyalty. He argues that companies should focus on being service-oriented, which means being available, responsive and helpful to the customer through every step of the process.

Jolles further outlines different strategies for modernizing sales, such as adapting to the digital marketplace and making use of virtual reality and artificial intelligence. He argues that salespeople should become more tech savvy and use modern technologies to stay ahead of their competition. Following this, he takes a look at digital marketing, including influencer marketing, social media and automated marketing.

Overall, Customer Centered Selling: Sales Techniques for a New World Economy is a comprehensive book full of valuable advice that salespeople can use to realize success in the digital age. It emphasizes the importance of customer-centric strategies and discusses how companies should tailor their efforts to the customer in order to achieve long-term results. With this, Jolles outlines strategies for effective sales in the digital economy, including data-driven decision making and innovation. This book is a must-read for salespeople interested in improving their sales game.