The bestselling author of What the CEO Wants You to Know teaches you how to rethink sales from the outside in. More than ever, these days, the sales process often turns into a war about price—a frustrating, unpleasant war that takes all the fun out of selling. But there's a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. Instead of starting with your product or service, start with your customer's problems. Focus on becoming your customer's trusted partner, someone he or she can turn to for creative, cost-effective solutions that are based on your deep knowledge of your customer's values, goals, and problems. This powerful book will teach you: —How to gain a deeper knowledge of your customer's company, including costs, values, and how decisions really get made —How to help your customer improve margins and drive revenue growth —How to focus on your customer's customers —How to work with other departments in your own company to customize better solutions —How to make price much less of an issue Someday every company will listen more closely to the customer, and every manager will realize that sales is everyone's business, not just the sales department's. In the meantime, this eye-opening book will show you how to get started.
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"good reminder that we shouldn't be selling based on cost - we should be selling based on value. By understanding our customer's customer we can start understand the value our products provide" — Tim (4 out of 5 stars)
"good reminder that we shouldn't be selling based on cost - we should be selling based on value. By understanding our customer's customer we can start understand the value our products provide"
Charan (Know-How) skillfully and efficiently offers a tutorial on upgrading the productivity of any size company’s sales force…The book serves as a practical guide to competing with aggressive price-cutters in today’s market.”
“Ram Charan’s done it again! In his signature, easy-to-follow style, Ram describes a practical, down-to-earth yet radically new approach to sales and new business development. Any professional—from a CEO to a front-line sales person—who is looking to improve sales effectiveness is sure to find this book well worth reading.”
“What the Customer Wants You to Know challenges sales forces to revolutionize their methods—and our experience at the Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.”
" A must-read book on customer services for knowledge workers, managers, executives, and entrepreneurs. "
" I knew a lot of this already, but some good ideas were presented. "
" GOod to start, boring to end "
" Must real for sales guys in product oriented organization. I myself used somethings for some of my customers though I head R&D division. Nice read and may be Must read. "
" This book will make you a customer centric manager(read it 'successful') for sure. "
" lagi-lagi charan, memiliki sense of global thing, ia menulis apa yang harus dilakukan seorang CEO dalam prahara ekonomi seperti sekarang ini. buku bagus. "
" Very good reading - a great reminder of the basics that are so often overlooked in a tough environment. "
Ram Charan is a distinguished business advisor, business strategy expert, and speaker. For over thirty-five years, he has worked with top executives at some of the world’s most successful companies, including GE, Verizon, Dupont, and Bank of America. He is the coauthor of What the CEO Wants You to Know and Confronting Reality, among others. His articles have appeared in publications such as Financial Times, Harvard Business Review, Director’s Monthly, and Strategy and Business. Charan has served on the Blue Ribbon Commission and was elected a distinguished fellow of the National Academy of Human Resources. Currently on the board of Austin Industries and Tyco Electronics, he resides in Dallas, Texas.
Sandra Burr is an AudioFile Earphones Award–wining narrator. She has read more than one hundred books in her career, including the New York Times bestselling Cedar Cove romance series by Debbie Macomber.
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