Ebook What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales, by Ram Charan
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What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales, by Ram Charan
Ebook What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales, by Ram Charan
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From 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. (Jan.) Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
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About the Author
RAM CHARAN is a highly acclaimed business adviser, speaker, teacher, and the author or coauthor of many bestselling business books, including What the CEO Wants You to Know and Execution. For more than thirty-five years, he has worked behind the scenes at Fortune 100 companies like GE, Bank of America, DuPont, Thomson Financial, Honeywell, Home Depot, and Verizon to help senior executives develop and implement strategic plans.
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Product details
Hardcover: 192 pages
Publisher: Portfolio (December 27, 2007)
Language: English
ISBN-10: 1591841658
ISBN-13: 978-1591841654
Product Dimensions:
5.5 x 0.8 x 8.5 inches
Shipping Weight: 2.4 ounces (View shipping rates and policies)
Average Customer Review:
4.1 out of 5 stars
31 customer reviews
Amazon Best Sellers Rank:
#477,042 in Books (See Top 100 in Books)
Using a simple and direct approach supported by equally simple diagrams, Ram Charan explained in his first chapter the problem with sales. He shared how the first salespersons were order takers and in today's market education based marketing where sales people educate is the right approach.He suggests that by focusing on your customers first (novel concept) instead of yourself (think ego and pocketbook) you as a sales professional will actually realize more dollars in your piggybank and truly be The Red Jacket in a sea of gray suits.Since the sales team needs to change, the sales training must also follow suite. Charan recommends using an apprenticeship approach is one concept as well as communicating success and measuring progress. This last two ideas are not knew, but so few companies take these to heart and practice.Even though this is a small book dimensionally with small type, there is a lot of new information. You will need to invest some time because some of his ideas may be foreign to you or may create a "this won't work attitude."
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This book has taken a basic Sales Class and provided new terminology to old techniques with really nothing new at all. To go out and find a few companies that were using the wrong tactics and then turned it around using the right tactics is not a new miracle cure for the industry. Their main theme called "Value Creation Selling" has been around for many decades. The book is not wrong in what it is teaching but it is stuff that I learned under a different title many years ago. Not quite up to Dale Carnegie standards. Your money would be better spent on a book called "How to Win Friends and Influence People". This is not a waste of time but is really nothing new.
GREAT Book by Ram Charan. This book changed the way our organization views our customers. We no longer focus on what we can sell to our cusotmers but how we can help them solve thier biggest challenges. Also excellent customer service by Amazon
I finished the book and scribbled all over. I love this book and the book makes a lot of sense to me. What Ram Charan did was just took the common sense approach to create value in individuals and their approaches. A must have book for all the sales team of any organization of modern times.
I like the interviews and quotes from some of Charan's past clients who validate his Value Creation approach. I highly recommend the book.
As expected
Book is an easy read -- very informative -- it is easy to understand and the recommendations are very practical and make great sense.
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