- Explore more great deals on thousands of titles in our Deals in Books store.
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales Audio CD – Bargain Price, January 16, 2008
|New from||Used from|
See the Best Books of 2017
Looking for something great to read? Browse our editors' picks for the best books of the year in fiction, nonfiction, mysteries, children's books, and much more.
Customers who viewed this item also viewed
What other items do customers buy after viewing this item?
Special offers and product promotions
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. --This text refers to an out of print or unavailable edition of this title.
Ram Charans done it again! In his signature, easy-to-follow style, Ram describes a practical, down-to-earth yet radically new approach to sales and new business development. Any professionalfrom a CEO to a front-line sales personwho is looking to improve sales effectiveness is sure to find this book well worth reading.
Francisco DSouza, president and CEO, Cognizant Technology Solutions Corporation
What the Customer Wants You to Know is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business.
John A. Luke, CEO, MeadWestvaco
What the Customer Wants You to Know challenges sales forces to revolutionize their methodsand our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.
Dick Harrington, president and CEO, The Thomson Corporation
What the Customer Wants You to Know offers a revolutionary approach to customers and sales. Ram Charan provides readers a detailed road map of the coming organization in which creating value for customers becomes everyones primary goal. It is must reading for every manager and salesperson.
Murray Martin, CEO, Pitney Bowes, Inc.
For the winners in todays complex business environment, the days of simply selling products and services are over. I recommend What the Customer Wants You to Know for anyone trying to understand the shifting sands of todays competitive environment.
Bill Teuber, vice chairman, EMC --This text refers to an out of print or unavailable edition of this title.
Browse award-winning titles. See more
Top customer reviews
There was a problem filtering reviews right now. Please try again later.
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."