What the Customer Wants You to Know

Fülszöveg

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 Rann Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how their business works, so that you can 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.
This book defines a new approach to selling that Charan calls Value Creation Selling, which produces stronger customer relationships and long-term rewards. VCS will enable you to:
• Gain a deeper knowledge of your customer's business
• Use this knowledge to improve your customer's margins
• Show how your product and expertise is the winning combination
Some day every company will listen more closely to the customer, and every manager will realize that sales is everyone's... Tovább

Fülszöveg

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 Rann Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how their business works, so that you can 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.
This book defines a new approach to selling that Charan calls Value Creation Selling, which produces stronger customer relationships and long-term rewards. VCS will enable you to:
• Gain a deeper knowledge of your customer's business
• Use this knowledge to improve your customer's margins
• Show how your product and expertise is the winning combination
Some day 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 ahead of the competition.
'AN EXCELLENT PRIMER FOR ANY BUSINESS LOOKING TO DRIVE BETTER SALES RESULTS AND PROFITABLE GROWTH' - JOHN A. LUKE, CEO, MEADWESTVACO
This is your opportunity to discover a totally new approach to selling. It has been battle tested in a number of companies and in a variety of industries, and releases you from commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on winning relationships with customers that deepen over time.
VALUE CREATION SELLING Transform your selling process to fit today's world.

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