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

Version: Unabridged
Author: Ram Charan
Narrator: Dick Hill
Genres: Business & Economics, Marketing & Advertising
Publisher: Tantor Audio
Published In: January 2008
# of Units: 4 CDs
Length: 4 hours, 30 minutes
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Overview

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.

Author Details

Author Details

Charan, Ram

"Ram Charan is a highly acclaimed business advisor, speaker and author. Ram has coached some of the world?s most successful CEOs. For 35 years, he has worked behind the scenes at companies like GE, DuPont, Novartis, Pharmacia, Warner Lambert, Duke Energy, Bristol-Myers Squibb, Schering-Plough, Smith-Kline and Verizon.

Ram started his business career as a teenager working in the family shoe shop in India. He went on to earn an engineering degree and then MBA and doctorate degrees from Harvard Business School. He graduated from Harvard with high distinction and was a Baker Scholar. He then served on the Harvard Business School faculty.

Ram is known for his practical, real world perspective. His expertise runs deep in several areas of business:

* Profitable Growth * Business Acumen
* Leadership * Tools for Changing a Social System
* Corporate Governance * Global Matrix Organization
* Execution: Discipline of Getting Things Done * Innovation
* Succession & Leadership Pipeline * Building Top Management Teams

Ram is a favorite among executive educators. He won the Bell Ringer (best teacher) award at GE?s famous Crotonville Institute. He won the Best Teacher Award at Wharton and Northwestern. He was among Business Week?s top ten resources for in-house executive development programs.

Ram is a well-known author, whose books include Execution, written with Larry Bossidy, the former CEO of Honeywell. Execution reached number one on the Wall Street Journal list, and has been on the New York Time?s best-seller list for more than fifty weeks. Ram's other books include What the CEO Wants You to Know, Boards at Work, and Every Business Is a Growth Business. He also tailors his books for specific client companies such as Gateway, Ford and EDS. His new book Profitable Growth was released January 2004.

He's written articles for the Harvard Business Review, Fortune, Time, Information Week, Leader to Leader, Director's Monthly, Directorship, The Corporate Board and USA Today.

Ram is a director of Austin Industries and The Six Sigma Academy. He was elected a Fellow of the National Academy of Human Resources. He serves as a co-host for the Fortune Forum on Corporate Governance and also serves on the National Association of Corporate Directors? Blue Ribbon Commission on Corporate Governance. Ram is based in Dallas, Texas."