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What the Customer Wants You to Know - How Everybody Needs to Think Differently About Sales (Paperback)
Loot Price: R316
Discovery Miles 3 160
You Save: R76
(19%)
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What the Customer Wants You to Know - How Everybody Needs to Think Differently About Sales (Paperback)
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List price R392
Loot Price R316
Discovery Miles 3 160
You Save R76 (19%)
Expected to ship within 9 - 15 working days
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From the bestselling author of "What the CEO Wants You to Know"?how
to rethink sales from the outside in
?We have to face the truth: "the process of selling is broken."
Customers have more choices and are under intense pressure. Yet few
companies are facing this reality. When they don?t, a lingering
malaise sets in.?
More than ever these days, the sales process tends to be 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. What the customer wants you to know is
how his or her business works, so you can help make it work better.
It sounds simple, but there's a catch: you won?t be able to do that
with your traditional sales approach.
Instead of starting with your product or service, start with your
customer's problems. Focus on becoming your customer's trusted
partner, someone he can turn to for creative, cost-effective
solutions that are based on your deep knowledge of his values,
goals, problems, and customers.
This book defines a new approach to selling?which Charan calls
value creation selling?that while radical is nonetheless practical.
VCS has been battle-tested in companies in a variety of industries,
such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable
you to:
? Gain a deeper knowledge of your customer's problems
? Understand how your customer's company really makes
decisions
? Help your customer improve margins and drive revenue
growth
? Connect sales with other key functions such as finance and
manufacturing
? Come up with new customized offerings
? Make price much less of an issue
VCS gets you out of the hell of commoditization and low prices. It
differentiates you from the competition, paving the way to better
pricing, better margins, and higher revenue growth, built on
win-win relationships that deepen over time.
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.
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