Status Updates From What the Customer Wants You...

4.The values account plan

3.How to become your customer's trusted partner; learn to have trust on your customer to deepen relationships and he will be loyal to you

2. fixing the broken sales process: fixing the broken or traditional sales process to reinvent hte wheel and think or lateral thinking to negotiate great deals

The promise of value creating selling that will generate your revenue and growth

"it requires patience, consistency, and determination on your part to build a high degreee of trust with your customers.

Satisfy customer's need & demand leveraging social proof, their problems, and help customer to improve their business

"The ability to create value for customers will differentiate you in a crowded marketplace, and you will be paid a fair price for it"

this book is a guide to transforming the seling process to fit today's business world. it defines totally new approach to selling that is both radical and practical. it differentites you from the competition, paving the way to better pricing, better margins, and higher revenue growth built on winning relationships with customers that deepen over time

Sellers can have great strategies, differentiated technologies, faster product development cycle times, efficient operations, and good friends in the customer shop and still not get the sale, or not premium prises they deserve.

Charlie dissapointment calls, if you have a great product and keep losing sales nad customer interest it's a time to step back and reinvent the way you sell.

1. The problem with Sales
charlie Baldwin waiting for his 3 months sales client, if he got it he would make a quota, get his bonus and finally be able to take his Michelle on that trip to Europe he had promised her for years

Ram Charan’s advice and ideas have dramatically changed the way Genpact goes to market and sells to key strategic customers. His insights are priceless.— Pramod Bhasin, President and CEO, Genpact Global

For the winners in today’s complex business environment, the days of simply selling products and services are over. I recommend What the Customer Wants You to Know for anyone trying to understand the shifting sands of today’s competitive environment" - bill tueber, vice chairman

What the Customer Wants You to Know offers a revolutionary approach to customers and sales. Ram Charan provides readers with a detailed road map of the coming organization in which creating value for customers becomes everyone’s primary goal. It is must-reading for every manager and salesperson.

Ram Charan’s done it again! In his signature, easy-to-follow style, Ram describes a practical, down-to-earth yet radically new approach to sales and new business development. Any professional – from a CEO to a front-line sales person – who is looking to improve sales effectiveness is sure to find this book well worth reading. - Francisco D'souza, president and CEO, cognizant Technology solutions corporation