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

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

Written by Ram Charan

Narrated by Dick Hill


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

Written by Ram Charan

Narrated by Dick Hill

ratings:
2/5 (1 rating)
Length:
4 hours
Publisher:
Released:
Jan 16, 2008
ISBN:
9781400176175
Format:
Audiobook

Description

The bestselling 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 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 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.
Publisher:
Released:
Jan 16, 2008
ISBN:
9781400176175
Format:
Audiobook

About the author

Ram Charan’s 27 books have sold over three million copies and include the New York Times bestseller Execution. He is a world-renowned advisor to CEOs, business unit managers, and boards of directors who value his practical solutions to complex business problems. Dr. Charan earned MBA and doctorate degrees from Harvard Business School, where he graduated with high distinction and taught as a faculty member. A noted expert and award-winning teacher of business strategy, execution, building a high-performance organization, 21st century leadership, corporate boards and succession, he has worked with leaders of some of the world's most successful companies, including Bank of America, Verizon, Coca-Cola, 3M, GE, Merck, Amgen, Novartis, Aditya Birla Group, and Tata Group.


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  • (2/5)
    Speaker and author Ram Charan advocates for a different way of selling, based on creating value for the customer. Accomplishing this requires a sales team that understands their customers' business, finances, and decision process. This concept isn't new. What Charan adds to it is a framework. For someone who hasn't already discovered these concepts, this book could be helpful. What would have made it more useful for me would be to skip the very basic content, such as explaining margins and ROI, and to use some real success stories rather than created ones.