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

Overview

From the bestselling author of What the CEO Wants You to Know: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 his values, goals, problems, and customers. 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.

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Author Information

Bio of Ram Charan

Ram Charan is a highly sought adviser to CEOs and senior executives in companies ranging from start-ups to the Fortune 500, including GE, Ford, DuPont, EDS, Universal Studios, and Verizon. He is the author of Boards That Work and the coauthor of Every Business Is a Growth Business and E-Board Strategies. Dr. Charan has written numerous articles for Harvard Business Review and other publications, including the Fortune cover story "Why CEOs Fail."He has a D.B.A and an M.B.A. from Harvard Business School and has taught at Harvard and Northwestern. He won the best teacher award at Northwestern's Kellogg School and was recently elected a Fellow of the National Academy of Human Resources.

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Additional Info

Imprint

Portfolio (Hardcover)

Filesize

1.19 MB

Number of Pages

156

eBook ISBN

9781429571708