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Title details for What the Customer Wants You to Know by Ram Charan - Available

What the Customer Wants You to Know

How Everybody Needs to Think Differently about Sales

by Ram Charan
Dick Hill
Audiobook
2 of 2 copies available
Borrow Listen to a sample Listen to a sample
2 of 2 copies available
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.

  • Creators

  • Publisher

  • Release date

    January 16, 2008

  • Formats

    • OverDrive Listen audiobook

      • ISBN: 9781400126170
      • File size: 124120 KB
      • Duration: 04:18:34

  • Languages

    • English

  • Reviews

    • AudioFile Magazine
      The robotic-sounding narrator of this volume plays into its business-focused content. Dick Hill's measured reading of the facts, figures, and decisions that cost companies profits sounds didactic at times. Yet listeners of business texts may find his delivery on par with industry standards for the genre. The step-by-step procedures outlined to transform salespeople from order-takers into proactive problem-solvers are well handled by Hill in precise sentences. Tips on how to get sales staff to think beyond financial figures and consider the needs of the customer are included in this tool kit to jump-start a flagging company or product line. M.R. (c) AudioFile 2008, Portland, Maine
    • Publisher's Weekly

      October 29, 2007
      Charan (Know-How
      ) skillfully and efficiently offers a tutorial on upgrading the productivity of any size company’s sales force. His answer: evolve salespeople from “order takers” to knowledgeable ambassadors who approach customers armed with cost-saving solutions they will be happy to pay for Charan’s method involves “Value Creation Selling,” which at a broad level means reconfiguring a sales force’s orientation toward customers’ profitability before its own success. The author recommends fostering in salespeople the skills and mindsets of a general manager and equipping them with a “value account plan,” or “the document that defines the value proposition and the business benefits the customer can expect to get from it.” Charan walks readers through the process of “fixing the broken sales process” with a combination of diagrams and anecdotes from real companies, all while applying the concepts and actions to a booklong case study of a fictitious software company, Sturgis Corporation. The book serves as a practical guide to competing with aggressive price-cutters in today’s market.

Formats

  • OverDrive Listen audiobook

subjects

Languages

  • English

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