What the Customer Wants You to Know, Ram Charan
What the Customer Wants You to Know, Ram Charan
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What the Customer Wants You to Know
How Everybody Needs to Think Differently about Sales

Author: Ram Charan

Narrator: Dick Hill

Unabridged: 4 hr 18 min

Format: Digital Audiobook Download

Publisher: Tantor Media

Published: 01/16/2008


Synopsis

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.

About Ram Charan

Ram Charan is an award-winning educator and consultant to senior business leaders and boards around the globe. He is one of the world's bestselling business book authors with over 2 million copies sold. His book with Honeywell CEO Larry Bossidy, Execution, spent 150 weeks on the New York Times bestseller list.


Reviews

Goodreads review by Matheus on August 11, 2016

This book proposes a selling system in which seller and customer interact to build a solution with an appealing value proposition as well as premium price, differently from traditional sales, which focused on getting the selling, period. Philosophically, the Value Creation Selling resembles the Lean......more

Goodreads review by Kanchan on April 13, 2024

Customers are under intense pressure for transformations so they can differentiate themselves from their competitors. The barrage of choices they are exposed to can be quite daunting. Bestselling management author Ram Charan, an Indian-American business consultant who helps companies like GE, Bank o......more

Goodreads review by Anubhav on February 17, 2021

The book revolves around Value Creation Selling as a tool to improve sales and relook at the way we interact with customers. The approach is sensible, there are a quite a few references to drive the point home. It’s a decent read for people working in sales, but the writing, in general, could’ve bee......more

Goodreads review by Zarine on March 13, 2020

Great book but not for beginner salespersons. I think this book will be a perfect fit for those salespersons who already have built a business and have made so many sales calls, meetings before, and have a sales team. Because I'm a beginner, so this book couldn't help me that much. But it's very inf......more

Goodreads review by Chris on August 03, 2018

3.5 | Sales playbook manual. Majority of examples detail specific account plans and the impact on results. For strategic and enterprise sales professionals it can be read literally. For managers and leaders in shorter sales cycles you could apply to a customer persona group with strict and strategic......more