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What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales | [Ram Charan]

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

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 best-selling author Ram Charan, who is famous for clarifying and simplifying difficult business problems.
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Publisher's Summary

The best-selling 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 best-selling 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.

    ©2007 Ram Charan; (P)2008 Tantor

  • What the Critics Say

    "An insightful theorist." (Jack Welch)
    "The most influential consultant alive." (Fortune)

    What Members Say

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      Teri Columbus, OH, USA 01-31-08
      Teri Columbus, OH, USA 01-31-08 Member Since 2010
      ratings
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      "Rehash"

      I've heard this a million times, it is scary that my grandfather used to say all of those things. There is nothing new to this book unless you have been living in a cave for the last 20 years.

      0 of 0 people found this review helpful
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      Chris Reich Northern, CA 01-16-08
      Chris Reich Northern, CA 01-16-08 Member Since 2005

      Business Physicist and Astronomer

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      "Old Stuff"

      If you've been operating from a cave for the past 10 years you might find some new thought here but the notion of protecting margins by adding value is at least a 10 year old concept.

      I was very disappointed in this audio book. I can do a lot better myself!
      Chris Reich
      TeachU.com

      1 of 3 people found this review helpful
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