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

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What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
by Ram Charan
from Portfolio Hardcover

Customer Reviews:

• Avg. Customer Rating: 4.0 / 5.0

• Author Hits a Home Run With This Book!
  Ram Charan is outstanding at presenting the customer's perspective in the sales process. Often times sales people get hung up selling themselves, their company and on product features rather than focusing on customer needs. Turning things around and having sales people focus on how they can help a customer solve improve their business or process can change the sales process completely. Consultive selling is greatly appreciated by nearly all customers.
  

• Good Insights on Account Driven Sales
  I have not read all books written by Ram Charan, but picked up this one since it was show-cased as "New Arrivals" in my neighborhood bookshop. I started with the expectation on relationship management, but found it is intended to be different. Nevertheless, the topic is very much relevant, and should be read by everybody concerned with some kind of sales (direct or indirect).
  Mr. Charan brought out one very crucial point that reflects the change in sales process: The sale is not a pure bid game... more info

• On Value Creation Selling
  In this short and instructive text on how to move away from commoditization and low price selling, author and respected business advisor Ram Charan uses storytelling, real business situations, and instructional examples to explain Value Creation Selling (VCS).
  Charan starts by declaring the traditional sales method - representative calling on purchasing agent - a broken process; it relies to heavily on a single point relationship and only considers the cost side of the customer equation. The fix is... more info

• What the Customer Wants You to Know
  I feel this book provides an excellent "road map" for selling solutions to the customer. With global competition for all business development operations, the author's concept of Value Creation Selling should help any organization re-invent its sales force and sales strategy. I would recommend this book be required reading at any company, from the CEO down the frontline sales person.

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