What the Customer wants you to know.

Ram Charan



From the bestselling author of What the CEO Wants You to Know—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 his values, goals, problems, and customers.

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 are everyone’s business, not just the sales departments. In the meantime, this eye-opening book will show you how to get started. ‘An insightful theorist’—Jack Welch.

What will you learn from this book

  1. Customer-Centric Focus: Charan emphasizes the importance of shifting organizational focus towards understanding and fulfilling customer needs as a priority.

  2. Value Creation: He explores the concept of value creation from the customer's perspective, highlighting the need to offer solutions that address specific customer problems or desires.

  3. Customer Segmentation: Understanding different customer segments and tailoring products or services to meet their unique needs is a key aspect emphasized in the book.

  4. Speed and Agility: Charan stresses the significance of agility in responding to customer demands quickly. This involves streamlining processes to enhance efficiency and responsiveness.

  5. Data-Driven Insights: Utilizing data to gain insights into customer behavior, preferences, and market trends is highlighted as crucial for making informed business decisions.

  6. Customer Relationships: The book likely underscores the importance of building and maintaining strong relationships with customers to foster loyalty and trust.

  7. Innovation and Adaptability: Charan might discuss the necessity of continuous innovation to stay relevant and adapt to changing customer preferences and market dynamics.

  8. Employee Engagement: Engaged and empowered employees play a pivotal role in delivering exceptional customer experiences. The book might discuss strategies for aligning employee efforts with customer-centric goals.

  9. Value Communication: Effectively communicating the value proposition to customers is crucial. Charan may offer insights into crafting compelling messages that resonate with the target audience.

  10. Leadership's Role: Lastly, the book might explore the role of leadership in driving a customer-focused culture throughout the organization, emphasizing the need for commitment and alignment from top management.

Language English
ISBN-13 9780143065685
No of pages 178
Font Size Medium
Book Publisher Penguin Books
Published Date 20 Oct 2008

About Author

Author : Ram Charan

17 Books

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