Ram Charan: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

Victor Antonio Recommends:

Ram Charan’s Book: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

Amazon Description: Ram Charan skillfully and efficiently offers a tutorial on upgrading the productivity of any size company’s sales force. His answer: evolve salespeople from order takers to knowledgeable ambassadors who approach customers armed with cost-saving solutions they will be happy to pay for Charan’s method involves Value Creation Selling, which at a broad level means reconfiguring a sales force’s orientation toward customers’ profitability before its own success. The author recommends fostering in salespeople the skills and mindsets of a general manager and equipping them with a value account plan, or the document that defines the value proposition and the business benefits the customer can expect to get from it. Charan walks readers through the process of fixing the broken sales process with a combination of diagrams and anecdotes from real companies, all while applying the concepts and actions to a booklong case study of a fictitious software company, Sturgis Corporation. The book serves as a practical guide to competing with aggressive price-cutters in today’s market. (Jan.)

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Book Recommendation: Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles

Victor Antonio Recommends:

Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles

Amazon Description: Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer’s problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage “decision cycle” and ultimately discovers his or her needs. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a “must read” for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others. Sales & Marketing Management A simple yet clever strategy for building customer relationships….A useful read for both trainers and sales managers.

Sales Influence Moment #37: Going Postal – Selling the PAIN

Sales Training Video #36 – Product or Service Differentiation and Proof

Sales Training Video #35 – Customer Centric Selling, Price – Risk Curve