Synopses & Reviews
The bestselling author of What the CEO Wants You to Know
teaches you how to rethink sales from the outside in.
More than ever, these days, the sales process often turns into 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.
Instead of starting with your product or service, start with your customer's problems. Focus on becoming your customer's trusted partner, someone he or she can turn to for creative, cost-effective solutions that are based on your deep knowledge of your customer's values, goals, and problems. This powerful book will teach you:
—How to gain a deeper knowledge of your customer's company, including costs, values, and how decisions really get made
—How to help your customer improve margins and drive revenue growth
—How to focus on your customer's customers
—How to work with other departments in your own company to customize better solutions
—How to make price much less of an issue
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.
Ram Charan, who has gained fame for clarifying and simplifying difficult business problems and who is the bestselling author of What the CEO Wants You to Know, teaches you how to rethink sales from the outside in.
About the Author
Ram Charan is the go-to adviser for corporate directors and CEOs. Highly sought for his unique insights and practical wisdom, Charan has counseled some of the world's most successful and prominent business leaders at such companies as General Electric, DuPont, Verizon, and EMC. His expertise in corporate governance stems from firsthand experiences helping boards with strategy sessions, successions, self-evaluations, and CEO compensation. Charan is cohost of the Fortune Boardroom Forums, has served on the NACD's Blue Ribbon Commission on Corporate Governance, and is director of the Six Sigma Academy and of Austin Industries in Dallas. He is coauthor of two bestsellers-Execution and Confronting Reality-and has been published by Fortune and Harvard Business Review. Charan is the author of the 1998 book Boards at Work. He has an MBA with high distinction and a doctoral degree with boards of directors as a field of study from the Harvard Business School. Reader of over four hundred audiobooks, Dick Hill has won three coveted Audie Awards and been nominated numerous times. He is also the recipient of several AudioFile Earphones Awards. AudioFile includes Dick on their prestigious list of Golden Voices.