What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales — Business Books in Bulk - 800-CEO-READ

What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales

    By Ram Charan
From the bestselling author of "What the CEO Wants You to Know"?how to rethink sales from the outside in
?We have to face the truth: "the process of selling is broken." Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they don?t, a lingering malaise sets in.?
More than ever these days, the sales process tends to be 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. What the customer wants you to know is how his or her business works, so you can help make it work better. It sounds simple, but there's a catch: you won't be able to do that with your traditional sales approach.
Instead of starting with your product or service, start with your customer's problems. Focus on becoming your customer's trusted partner, someone he can turn to for creative, cost-effective solutions that are based on your deep knowledge of his values, goals, problems, and customers.
This book defines a new approach to selling?which Charan calls value creation selling?that while radical is nonetheless practical. VCS has been battle-tested in companies in a variety of industries, such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable you to:
? Gain a deeper knowledge of your customer's problems
? Understand how your customer's company really makes decisions
? Help your customer improve margins and drive revenue growth
? Connect sales with other key functions such as finance and manufacturing
? Come up with new customized offerings
? Make price much less of an issue
VCS gets you out of the hell of commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins, and higher revenue growth, built on win-win relationships that deepen over time.
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.

NEWS: The 2008 800-CEO-READ Business Book Awards - Sales Category

Posted December 5, 2008, 2:44 AM with category of General Business
The books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. Read more

NEWS: Ask 8cr! - What the Customer Wants You to Know

Posted January 14, 2008, 9:12 PM with category of General Business
Ask 8cr! is a section of our blog used as a forum to address the kinds of issues and challenges people are having in the workplace. We take these issues and apply a business book we feel offers a viable solution. Read more


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ISBN: 9781591841654

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Language English
Pages 178
Published 01/2008
Publisher Portfolio

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