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 theres a catch you wont be able to do that with your traditional sales approach. Mr charan by contrast feels that the senior people can train the sales people to find out what customer needs are in serving their customers and to coordinate responses to meet those needs my own sense is that it depends on the capacity of the salespeople and the relationships they have with their customers. What the customer wants you to know how everybody needs to think differently about sales ram charan dick hill on amazoncom free shipping on qualifying offers the bestselling author of what the ceo wants you to know teaches you how to rethink sales from the outside in more than ever. This book proposes a selling system in which seller and customer interact to build a solution with an appealing value proposition as well as premium price differently from traditional sales which focused on getting the selling period. What the customer wants you to know ram charan how value creation selling can help you create value propositions that differentiate your solution
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