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The Power of Why: Breaking Out In a Competitive Marketplace
Does your competitor always get the sale, even though your products and service are just as good, if not better? Why are some companies’ once-trusted brands now deemed worthless? Do you have to continually sell to your existing customers as though they are brand new ones?
After many years of diligent research and work with a wide range of clients, consultant and speaker C. Richard Weylman has the answer to these questions.
Customers don’t care if a business is different or that its products are unusual. Trumpeting achievements such as “We were voted #1 again,” “Rated best service three years running,” or “We’re experienced” doesn’t engage buyers emotionally. It is seller-centric thinking in a buyer-centric world.
When customers decide where to buy, they have one thing in Why should I do business with this company? Will it solve my problem, today? Buyers want to do business with companies willing to make a customer-centric promise of expected up-front and unconditional. This isn’t just a slogan; it has to be in the company’s DNA, consistently delivered through all parts of the organization.
The Power of Why shows readers how to elevate their business performance regardless of their situation or position. Offering the same actionable, hands-on strategies Weylman has used to help companies of all sizes grow in the toughest conditions, The Power of Why is the new manual for business survival and growth.
After many years of diligent research and work with a wide range of clients, consultant and speaker C. Richard Weylman has the answer to these questions.
Customers don’t care if a business is different or that its products are unusual. Trumpeting achievements such as “We were voted #1 again,” “Rated best service three years running,” or “We’re experienced” doesn’t engage buyers emotionally. It is seller-centric thinking in a buyer-centric world.
When customers decide where to buy, they have one thing in Why should I do business with this company? Will it solve my problem, today? Buyers want to do business with companies willing to make a customer-centric promise of expected up-front and unconditional. This isn’t just a slogan; it has to be in the company’s DNA, consistently delivered through all parts of the organization.
The Power of Why shows readers how to elevate their business performance regardless of their situation or position. Offering the same actionable, hands-on strategies Weylman has used to help companies of all sizes grow in the toughest conditions, The Power of Why is the new manual for business survival and growth.
177 pages, Kindle Edition
First published March 5, 2013
542 people are currently reading
488 people want to read
About the author
C. Richard Weylman
8 books1 followerC. Richard Weylman, Chairman of Weylman Consulting Group and CEO of The Weylman Center for Excellence in Practice Management, is a highly sought-after sales and marketing consultant, speaker, and media expert. His writings have been featured in Investment Advisor, Fundfire, NALU, GAMA News Journal, and on WSJ.com and Forbes.com.
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Displaying 1 - 29 of 29 reviews
November 26, 2018
Simple, short book that says you need to meet customer's needs, not trumpet how good you are. This is motherhood and apple pie in terms of the way many people think, but not always in how they approach business. The author gives examples of companies advertising how popular they are, but not advertising how the meet a customer's needs. Whoops. Although this wasn't anything new to me, it was a good reminder of what to focus on when working on marketing and sales, and was well written with many examples.
June 29, 2021
Author proposes a framework to define brand purpose (called unique value promise), based in their own experience working with defining marketing strategy. Central idea: base everything in customer-defined needs, not your hypotheses of why your product/brand is cool, and build your value promise around customer-centricity. This all corresponds well with my own experience and best approaches, building value propositions.
In that regard, experienced brand strategists will find almost nothing new, but at least also almost nothing objectionable in this book. That is, until the latter half, where the author goes through some very basic marketing tactics suggestions (from general sales material and presentations suggestions, to copywriting advice, email signatures, etc.), perhaps to pad the length of the book, perhaps to help small business owners.
In that regard, experienced brand strategists will find almost nothing new, but at least also almost nothing objectionable in this book. That is, until the latter half, where the author goes through some very basic marketing tactics suggestions (from general sales material and presentations suggestions, to copywriting advice, email signatures, etc.), perhaps to pad the length of the book, perhaps to help small business owners.
May 17, 2013
This book should be required for all business owners. The author explains the answer to the question why should I buy from from you and proceeds to reveal strategies and tactics that you can use to make your business more effective for your customers, as well as more customer centric. I've applied just a few techniques from this book and I've already improved my sales. It's a book that any business owner should own and read and implement. I plan on re-reading it every year to make sure my business is on track and serving my customers.
November 20, 2024
The Power of Why by Richard Weylman is a solid guide on understanding and leveraging your Unique Value Proposition (UVP) to better connect with clients and stand out in competitive markets. Weylman emphasizes the importance of knowing why customers should choose you and how to articulate that in a way that resonates. He shares practical strategies, examples, and actionable steps to help businesses hone their messaging and create a compelling reason for customers to engage.
While the book is well-structured and easy to follow, it doesn’t break much new ground for readers who are already familiar with the concept of a UVP. The central idea—that understanding and communicating what makes you unique is key to success—has been discussed in many other business and marketing books. For those well-versed in business strategy, much of the material might feel like a reinforcement of existing knowledge rather than a fresh perspective.
Still, The Power of Why is an enjoyable read, thanks to Weylman’s clear, enthusiastic delivery and useful examples. If you’re looking for a refresher on crafting and communicating your value or are new to the idea of a UVP, it offers valuable insights and practical advice. But for seasoned professionals, it might feel more like a solid reminder than a revelation.
While the book is well-structured and easy to follow, it doesn’t break much new ground for readers who are already familiar with the concept of a UVP. The central idea—that understanding and communicating what makes you unique is key to success—has been discussed in many other business and marketing books. For those well-versed in business strategy, much of the material might feel like a reinforcement of existing knowledge rather than a fresh perspective.
Still, The Power of Why is an enjoyable read, thanks to Weylman’s clear, enthusiastic delivery and useful examples. If you’re looking for a refresher on crafting and communicating your value or are new to the idea of a UVP, it offers valuable insights and practical advice. But for seasoned professionals, it might feel more like a solid reminder than a revelation.
July 15, 2025
This book captures how the planet is in the mess it is right now. This book is soaked in grimy, gritty capitalism. Yuck.
I need a shower after reading this one.
I am reading books that explore the value of difficult questions. Like 'Why.' Therefore I read this book.
This book tries to sell goods to people that do not need them. And teaches others how to sell goods to people that do not need them. The entire focus summons the 'mission' of capitalism, so that people buy goods and services that take money off them and substitute emotion for rigour, and feeling for intelligence.
We cannot buy our way to a better world.
Weylman is a consultant. Obviously. And he has improved the shareholder dividends for an array of business, such as private health insurers. He invests consumerism with a why, so that rights become less important than shopping.
Yuck.
To paraphrase and change Obi Wan - this is not the 'why' I am looking for.
I need a shower after reading this one.
I am reading books that explore the value of difficult questions. Like 'Why.' Therefore I read this book.
This book tries to sell goods to people that do not need them. And teaches others how to sell goods to people that do not need them. The entire focus summons the 'mission' of capitalism, so that people buy goods and services that take money off them and substitute emotion for rigour, and feeling for intelligence.
We cannot buy our way to a better world.
Weylman is a consultant. Obviously. And he has improved the shareholder dividends for an array of business, such as private health insurers. He invests consumerism with a why, so that rights become less important than shopping.
Yuck.
To paraphrase and change Obi Wan - this is not the 'why' I am looking for.
November 29, 2018
The author says it best "Adopting and consistently delivering a customer-centric perspective in marketing, sales, and service profoundly elevates business performance throughout every aspect of your organization. That’s what this book is about."
Although the book is directed towards companies as a whole, reading it from the POV of a CSM/AM/SM will give you insight in how to truly connect with your clients.
Although the book is directed towards companies as a whole, reading it from the POV of a CSM/AM/SM will give you insight in how to truly connect with your clients.
September 23, 2017
Respect, listening, understanding your customers needs and delivering.
See above comment. Your job can be fulfilling if you make it fulfilling. This book guides you by taking you on a journey on how to grow your business
and retain your customers through having integrity and always delivering on your promises.
See above comment. Your job can be fulfilling if you make it fulfilling. This book guides you by taking you on a journey on how to grow your business
and retain your customers through having integrity and always delivering on your promises.
October 21, 2021
A great look at sales improvement.
Mr. Weylman does an excellent job walking the reader through how and why sales organizations must be or become consumer focused or perish. An easy read that is both digestable and actionable. Worth the time investment to read for business readers everywhere.
Mr. Weylman does an excellent job walking the reader through how and why sales organizations must be or become consumer focused or perish. An easy read that is both digestable and actionable. Worth the time investment to read for business readers everywhere.
February 25, 2017
The brief summary of the Power of Why is focus on what your customer's motivation is not on who you are as a company. The customer is not motivated by a company bragging about what they have done but rather by what problem or need the company can resolve for them.
December 23, 2017
Easy read. Good advice.
I thought the author used the right amount of theory with practical advice and stories to demonstrate how one might begin to apply the ideas in specific industries.
I thought the author used the right amount of theory with practical advice and stories to demonstrate how one might begin to apply the ideas in specific industries.
March 14, 2020
Good and sound
A detailed outline for people who are looking for ideas to grow their sales idea and get closer to their customers in terms of products and services they are providing.
A detailed outline for people who are looking for ideas to grow their sales idea and get closer to their customers in terms of products and services they are providing.
February 8, 2022
solid
Short read but a good one. Really liked all the insight on offering up a unique value promise and putting the consumer first always above all else. Thought it could have been longer and used some more real life / historic examples
Short read but a good one. Really liked all the insight on offering up a unique value promise and putting the consumer first always above all else. Thought it could have been longer and used some more real life / historic examples
June 14, 2022
Sucko
If I could give this book negative 15 stars I would! Its the.perfect read.if you want to be put to sleep. I didn't even finish it cause it was pure torture! This is the first.book EVER that I couldn't finish
If I could give this book negative 15 stars I would! Its the.perfect read.if you want to be put to sleep. I didn't even finish it cause it was pure torture! This is the first.book EVER that I couldn't finish
May 7, 2018
Great read!
Insightful with great ideas and practical advices for finding out your Why in your organization. It helped me establish a more powerful uvp.
Insightful with great ideas and practical advices for finding out your Why in your organization. It helped me establish a more powerful uvp.
December 19, 2018
Good read
Interesting read to understand how important the messaging around your brand is both for companies and individuals
Covers topics with practical examples
Interesting read to understand how important the messaging around your brand is both for companies and individuals
Covers topics with practical examples
September 12, 2020
مفيد ...بس مش أحسن حاجه في مجاله الصراحه
May 25, 2021
Being a self-help book junkie, this was a good read. Nothing too revelatory, though but decent writing and big on motivation!
October 28, 2022
الكتاب رائع لكن الترجمة للعربيه ضعيفة وغير دقيقة.
January 29, 2023
Throw it away
September 1, 2024
C. Richard Weylman has done it again. Take the time to pause and listen to what the customer wants.
January 8, 2014
It's Not About What YOU Want; It's About What Your CUSTOMERS Need
I had mixed feelings about this book because I'm a new, indie author, without fans and am selling my wares online. Weylman, however, focused his attentions more on established, bricks & mortar companies with staff, who had customers they could speak to face to face. This book was a constant reminder of how much of an underdog I am, and was fairly daunting in it's expectations.
The most beneficial part of this book, for me, was the Unique Value Promise (UVP) section. So many factions tell you how important it is to make remarkable products, and to an extent that's true, but your awesome products alone won't make you stand out. Customers want to buy, not be sold, so they'll only purchase things they care about or that will solve their problems. Nobody cares how many awards you've won, the number of likes you have on Facebook, or how many years you've been in business- that's all noise. What they need to know is how your stuff will help them, but the tricky part is getting that message out to the right people. Unfortunately, Weylman kind of glosses over the target market part, assuming you already know who they are and how to access them. For me, that is one of the most difficult parts of the sales equation, so I was obviously disappointed.
I will say that "The Power of Why" is comprehensive in explaining it's concepts, and gives plenty of ideas on how to implement your message, but I did find it overwhelming. In addition to the recommended constant creation, implementation and upkeep of my tailored advertising/marketing messages, how in the world could I be expected to do my own work?! In an ideal world, I think this would be a good resource to have at your side, but for the indie crowd, I have to question it's practicality.
I had mixed feelings about this book because I'm a new, indie author, without fans and am selling my wares online. Weylman, however, focused his attentions more on established, bricks & mortar companies with staff, who had customers they could speak to face to face. This book was a constant reminder of how much of an underdog I am, and was fairly daunting in it's expectations.
The most beneficial part of this book, for me, was the Unique Value Promise (UVP) section. So many factions tell you how important it is to make remarkable products, and to an extent that's true, but your awesome products alone won't make you stand out. Customers want to buy, not be sold, so they'll only purchase things they care about or that will solve their problems. Nobody cares how many awards you've won, the number of likes you have on Facebook, or how many years you've been in business- that's all noise. What they need to know is how your stuff will help them, but the tricky part is getting that message out to the right people. Unfortunately, Weylman kind of glosses over the target market part, assuming you already know who they are and how to access them. For me, that is one of the most difficult parts of the sales equation, so I was obviously disappointed.
I will say that "The Power of Why" is comprehensive in explaining it's concepts, and gives plenty of ideas on how to implement your message, but I did find it overwhelming. In addition to the recommended constant creation, implementation and upkeep of my tailored advertising/marketing messages, how in the world could I be expected to do my own work?! In an ideal world, I think this would be a good resource to have at your side, but for the indie crowd, I have to question it's practicality.
April 13, 2016
If you are selling any platform, you need to read The Power of Why. I absolutely loved this book and it has changed the way I not only view businesses, but judge them as well. The entire premise is discovering your unique value promise and how to become a customer centric business. Many businesses discussed in the book include well known brands that have amazing customer focused environments along with smaller "mom and pop" businesses that have transformed into larger things when they focused on the advantages to the customer instead of spilling off a list of why they are the best.
January 14, 2015
Understanding motivation and how to best help my friends reach their goals is a continuous learning process for me. Anyone that joins one of my fitness challenges will never just be "a sale" to me. Everyone has different goals, different reasons, and different struggles. I work very hard to get to know each person as an individual and will always meet them where they are and design a path to get them where they want to be. I learned a lot from this book.
March 16, 2013
I've only just started this but already see a way to apply to Horizon Books
January 6, 2015
Mediocre and repetitious, with some good points but belabored. Another book that could have been a couple blog posts, or a simple shorter book.
January 10, 2015
Simple premise.
September 25, 2016
Recommending we buy a copy for the office and everyone read this!
September 18, 2024
من أروع ما ستقرأ في التغيير والتطوير، هذا الكتاب مغير لمسار اللعبة.
February 15, 2014
Good ideas
Displaying 1 - 29 of 29 reviews