2007, ISBN: 9781591841654

Hardcover

Portfolio, 2007. 1st Edition 1st Printing. Hardcover. New/New. 8vo - over 7¾ - 9¾" tall. Brand New and unread- " there's a better way to think about sales, says bestselling author Ram C… More...

Portfolio, 2007. 1st Edition 1st Printing. Hardcover. New/New. 8vo - over 7¾ - 9¾" tall. Brand New and unread- " 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., Portfolio, 2007, 6<

ISBN: 9781591841654

Hardback, [PU: Penguin Putnam Inc], Bestselling author Charan, who is famous for clarifying and simplifying difficult business problems, believes that the best way to increase sales is to… More...

Hardback, [PU: Penguin Putnam Inc], 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., Customer Services<