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The Power of Why: Breaking Out In a Competitive Marketplace [Kindle Edition]

C. Richard Weylman
4.3 out of 5 stars  See all reviews (49 customer reviews)

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Book Description

Does your competitor always get the sale, even though your products and service are just as good, if not better? Why are some companies’ once-trusted brands now deemed worthless? Do you have to continually sell to your existing customers as though they are brand new ones?

After many years of diligent research and work with a wide range of clients, consultant and speaker C. Richard Weylman has the answer to these questions.

Customers don’t care if a business is different or that its products are unusual. Trumpeting achievements such as “We were voted #1 again,” “Rated best service three years running,” or “We’re experienced” doesn’t engage buyers emotionally. It is seller-centric thinking in a buyer-centric world.

When customers decide where to buy, they have one thing in mind: Why should I do business with this company? Will it solve my problem, today? Buyers want to do business with companies willing to make a customer-centric promise of expected outcome: up-front and unconditional. This isn’t just a slogan; it has to be in the company’s DNA, consistently delivered through all parts of the organization.

The Power of Why shows readers how to elevate their business performance regardless of their situation or position. Offering the same actionable, hands-on strategies Weylman has used to help companies of all sizes grow in the toughest conditions, The Power of Why is the new manual for business survival and growth.



Editorial Reviews

Review

The Power of Why is great reading and can be of use to all of those looking to come out on top.” — Donald J. Trump, Chairman and President of The Trump Organization

"Richard Weylman is still knocking doors down with brilliant distilled wisdom. To those who discover The Power of Why, I can only say 'Read and Reap.'"—Christopher Forbes, vice chairman, Forbes Media

“This book is a game changer! Richard has cracked the code for business growth.” —Jeffrey J. Fox, Bestselling author of How To Become A Rainmaker, How to Be A Fierce Competitor, and The Transformative CEO

“Richard’s book should be on every business owner’s desk. It is a must read for anyone engaged in sales and especially for those who hold customer service paramount.” — Richard S. Bernstein, CEO of Richard S. Bernstein & Associates, Inc.

"The Power of Why takes you on a wonderful journey of discovery that will elevate your customers' experiences while elevating your own business performance.” - Milton Pedraza, CEO of Luxury Institute, LLC

"Your customer holds the power for your professional success. The Power of Why will show you how to meet their needs with value to boost your business to amazing heights."—Dr. Nido Qubein, president, High Point University, and chairman, Great Harvest Bread Co.

About the Author

C. Richard Weylman , Chairman of Weylman Consulting Group and CEO of The Weylman Center for Excellence in Practice Management, is a highly sought-after sales and marketing consultant, speaker, and media expert. His writings have been featured in Investment Advisor, Fundfire, NALU, GAMA News Journal, and on WSJ.com and Forbes.com.

Product Details

  • File Size: 640 KB
  • Print Length: 178 pages
  • Publisher: Amazon Publishing; 1 edition (April 23, 2013)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B00AQMH0FU
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Enabled
  • Amazon Best Sellers Rank: #36,689 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
34 of 35 people found the following review helpful
Format:Hardcover|Vine Customer Review of Free Product (What's this?)
The book claims to be about dealing with competition but in fact is focused on one concept: the Unique Value Promise (UVP) which is "the power of why" plain and simple. The book delivered none of these for me.

It was not unique and rehashed the basics most kids selling magazines door to door. Differentiate to stand out. Does anyone need to be told that? That's really the entire focus of the book.

The book provided little value. By the time I reached the end of the book I was still waiting for practical advice instead of self-aggrandizing by the author and constant references to proprietary and undisclosed tools such as surveys and interviews. The book set the stage to go to the author's website to buy additional products or services. Paying for a book that only gives you the tip of the iceberg is of no value to me.

Most important is that the book doesn't deliver on it's promise. This doesn't cover dealing with your competition, but rather deals with finding out why your customers buy your product suggesting taking at least 100 clients out to dinner or coffee for extensive interviews. If you have a large work force and have clients and staff that have time for it, great. The concept is unrealistic for small business owners. No research the competition, no learning how to zig when they zag and fails to recognize the fact that if your competition can commoditize your UVP rendering it moot.

Instead of a progressive forward thinking strategy of the marketplace, this felt more like a time-share seminar from the 1950s and I didn't get a free TV after putting up with it for several hours.
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9 of 9 people found the following review helpful
5.0 out of 5 stars Must read for business owners March 3, 2013
Format:Hardcover|Vine Customer Review of Free Product (What's this?)
I was prepared to hate this book. Reading the Foreword I made a judgment...here was another thinly disguised extended sales pitch written by a consultant. Shameless self-promotion.

Instead, C. Richard Weylman has delivered a must have how-to to transform your business. Written by a practitioner who more than rolls up his sleeves and gets his hands dirty, THE POWER OF WHY is the type of playbook that offers a profound distinction in how to change your company and reinforce a culture of promise. And Weylman won't waste your time; this is a 150-page book that delivers the equivalent of volumes of sound and practical business advice.

Most business people are familiar with the Unique Selling Proposition, USP. Some of us have spent hours, days, maybe weeks around the conference table creating and refining our USP and then crafting the delivery of that message to clients who may, at the end, respond with a yawn. Weylman offers a customer-centric viewpoint, the UVP, or Unique Value Promise. "It's the customer perspective that matters."

And then Weylman hands you the complete playbook on not only how to build your UVP, but also then how to integrate it into the culture of promise and finally, how to blend it all into your sales and marketing. He brooks no deviation from the plan. He suggests that client-facing members of the business meet with the best clients and go through an eighteen-question interview. No technology, just a good old-fashioned discussion. No emails, no voice recorders, no paper interviews. Face-to-face. It is only through this type of interaction that a business can discover functional advantages and emotional results.
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7 of 7 people found the following review helpful
Format:Hardcover
In his book Begin with Why, Simon Sinek asserts -- and I agree -- that individuals as well as organizations must have a crystal clear sense of purpose or it will be very difficult (if not impossible) for them to decide what to do and how to do it. If they have the right purpose, it will guide and inform their decisions and, meanwhile, inspire and then sustain their efforts. Sinek suggests that the Golden Circle [i.e. beginning with WHY at the center, then proceeding to determine HOW to produce WHAT] "helps us to understand why we do what we do. [It] provides compelling evidence of how much more we can achieve if we remind ourselves to start everything we do by asking why."

Richard Weylman fully agrees. In fact, he wrote this book to help business leaders to answer the most important "why" questions and solve the most serious problems so that they and their companies can break out in a competitive marketplace. "That's our goal here: to elevate your business performance and presence so that you are the best and only choice for your product and services -- regardless of your geographic footprint or your vertical or target markets."

Early on, Weylman poses three important questions for his reader to consider:

1. "Why are your customers buying from you right now?"
2. "Are your customers staying with you or shopping around, and if the latter, why?"
3. "What is it about your competition's relationship to their customers that you haven't figured out yet? Why are they so successful?"

Having obtained preliminary answers, the reader can then take full advantage of the wealth of information, insights, and counsel that Weylman provides to help her or his organization become much more customer-centric.
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Most Recent Customer Reviews
3.0 out of 5 stars Good, but not unique and limited.
The premise of this book is doing a deep dig into discovering exactly why your customers purchase from you, and then orientating your marketing, sales, and organization around that... Read more
Published 17 hours ago by T. Schmitt
5.0 out of 5 stars Five Stars
Very good and full of good information.
Published 7 days ago by Bill B
5.0 out of 5 stars Profitable Mindset Ideas
Ever since I first met Richard Weylman in 1992 I have been impressed by his keen insights and thinking. Read more
Published 1 month ago by Tom Borg
4.0 out of 5 stars How to capture clients
NO MATTER what service or products you sell, the market place is crowded with alternatives to your offering. Read more
Published 4 months ago by Ian Mann
4.0 out of 5 stars Insightful
Very revealing ideas and good information for entrepreneurs. The ideas presented here should make sense to anyone in business whether you're an owner or a manager.
Published 6 months ago by Tom B.
5.0 out of 5 stars Outstanding!!
It tells you how to reach the core reasons that push people to make a decision to purchase or take action.
Published 7 months ago by Quynh-Anh Pham
2.0 out of 5 stars Don't waste your money
Don't waste your money on this book. Everybody knows why 'WHY' is so important. It is too worn-out to read
Published 7 months ago by Choong Hoon Hyun
1.0 out of 5 stars Can you spell rip off?
I did not buy this book because in the write up it plainly states that telling your customers you are #1 for three years running is not enough, and then in the About the Author... Read more
Published 8 months ago by Pierce C. West
5.0 out of 5 stars An AWESOME read!!!
I would definitely recommend that every business owner READ THIS BOOK. This book makes you rethink the way you do business. It's clearly about being consumer-centric. Read more
Published 10 months ago by Alicia
3.0 out of 5 stars refreshing book
A refreshing albeit largely a review of other motivational materials and books. Written in a friendly, easily understood fashion, should be very hellpful to entrepeneurs just... Read more
Published 11 months ago by Richard H. Cox
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More About the Author

A highly sought after marketing consultant and chairman of the Weylman Consulting Group, C. Richard Weylman draws from his lifetime of experience to help others understand today's marketplace, and elevate business performance. He is the founder of The Weylman Center for Excellence in Practice Management, an online Marketing Support Center and university for professionals and staff to elevate their business performance in today's marketplace.
www.richardweylman.com

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