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

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

By Ram Charan

Bestselling author Charan, who is famous for clarifying and simplifying difficult business problems, believes that the best way to increase sales is to start with the customers problems first rather than beginning with the product or service for sale.


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Book Information

Publisher: Michael Joseph
Publish Date: 09/01/2009
Pages: 192
ISBN-13: 9780141036878
ISBN-10: 0141036877
Language: English

Full Description

According to business guru Ram Charan, the process of selling is broken. Demand for competitive pricing is ever on the increase, and customers want more than great products at great prices; they want you to know how their business works, so that you can make it work better. It is time for companies to re-think their selling processes, and that's where Charan's concept of Value Creation Selling fits in. It is a new approach that while radical is nonetheless practical and produces stronger customer relationships and long term rewards. VCS will enable you to: Gain a deeper knowledge of your customer's businessUse this knowledge to improve your customer's marginsShow how your product and expertise is a winning combination Someday, every company will listen more closely to the customer. . .

About the Author

A. G. LAFLEY is the chairman and CEO of P&G, which is consistently recognized as one of the most admired companies in the world and a great developer of business leaders. A.G. was named CEO of the year in 2006 by Chief Executive magazine and serves on the boards of GE and Dell. Hi

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