What the Customer Wants You to Know
How Everybody Needs to Think Differently About Sales
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- €5.99
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- €5.99
Publisher Description
According to business guru Ram Charan, the process of selling is broken. Demand for competitive pricing is ever on the increase, and customers want more than great products at great prices; they want you to know how their business works, so that you can make it work better. It is time for companies to re-think their selling processes, and that's where Charan's concept of Value Creation Selling fits in. It is a new approach that while radical is nonetheless practical and produces stronger customer relationships and long term rewards. VCS will enable you to:Gain a deeper knowledge of your customer's businessUse this knowledge to improve your customer's marginsShow how your product and expertise is a winning combination
Someday, every company will listen more closely to the customer. In the meantime, this eye opening book will show you how to get ahead of the competition.
PUBLISHERS WEEKLY
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.
