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    What the Customer Wants You to Know (Review and Analysis of Charan's Book)
    What the Customer Wants You to Know (Review and Analysis of Charan's Book)
    What the Customer Wants You to Know (Review and Analysis of Charan's Book)
    Ebook40 pages27 minutes

    What the Customer Wants You to Know (Review and Analysis of Charan's Book)

    By BusinessNews Publishing

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    About this ebook

    The must-read summary of Ram Charan's book: "What the Customer Wants You to Know: How Everybody Needs to Think About Sales Differently".

    This complete summary of the ideas from Ram Charan's book "What the Customer Wants You to Know" reveals that the traditional sales process is broken. Customers today have so many choices that if all you focus on is price, the only thing you can do is keep lowering your prices until it gets to a stage where you’re not making enough money to stay in business. In this book, the author explains that a new approach to selling is needed, called "value creation selling". This summary demonstrates what this approach entails and how you can use it to develop customer relationships that deepen over time and make it difficult for customers to switch to someone else.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Expand your knowledge

    To learn more, read "What the Customers Want You to Know" and discover the key to attracting and retaining customers in today's overcrowded marketplace.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateNov 12, 2014
    ISBN9782511022337
    What the Customer Wants You to Know (Review and Analysis of Charan's Book)

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      Book preview

      What the Customer Wants You to Know (Review and Analysis of Charan's Book) - BusinessNews Publishing

      Book Presentation What The Customer Wants You To Know by Ram Charan

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of What The Customer Wants You To Know (Ram Charan)

      Book Abstract

      MAIN IDEA

      The traditional sales process is broken. Customers today have so many choices that if all you focus on is price, the only thing you can do is keep lowering your prices until it gets to a stage where you’re not making enough money to stay in business.

      What’s needed is a completely new approach to selling called value creation selling (VCS). The whole essence of VCS is instead of starting with your own product or service offering, you start by looking closely at what problem the customer is trying to solve when he or she considers buying your product or service. If you get to know your customer’s business inside and out and then come back to them with workable ways they can make their business work better by using your offering, then it’s a whole new ball game.

      Instead of merely being your customer’s vendor or supplier, become their trusted partner. If you position yourself as a resource your customer can turn to for creative and cost-effective solutions, not only do you differentiate yourself effectively but you also pave the way to achieving better pricing and higher sales.

      If you start using VCS effectively, rather than competing on price alone, you’ll have a customer relationship which gets deeper and deeper over time making it exceptionally difficult for your customers to switch to someone else.

      "It might be time to reinvent the way you sell. Consider that the traditional sales process hasn’t changed much for more than a hundred years. Your customers want you to know

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