What the Customer Wants You to Know

According to business guru Ram Charan, the process of selling is broken. Demand for competitive pricing is ever on the increase, and customers want more than great products at great prices; they want you to know how their business works, so that you can make it work better. It is time for companies to re-think their selling processes, and that's where Charan's concept of Value Creation Selling fits in. It is a new approach that while radical is nonetheless practical and produces stronger customer relationships and long term rewards. VCS will enable you to:Gain a deeper knowledge of your customer's businessUse this knowledge to improve your customer's marginsShow how your product and expertise is a winning combination

Someday, every company will listen more closely to the customer. . .

?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
?"What the Customer Wants You to Know" is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business.?
?John A. Luke, CEO, MeadWestvaco
?"What the Customer Wants You to Know" challenges sales forces to revolutionize their methods?and our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.?

aRam Charanas 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 professionalafrom a CEO to a front-line sales personawho is looking to improve sales effectiveness is sure to find this book well worth reading.a
aFrancisco DaSouza, president and CEO, Cognizant Technology Solutions Corporation
a"What the Customer Wants You to Know" is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business.a
aJohn A. Luke, CEO, MeadWestvaco
a"What the Customer Wants You to Know" challenges sales forces to revolutionize their methodsaand our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.a
aDick Harrington, president and CEO, The Thomson Corporation
a"What the Customer Wants You to Know" offers a revolutionary approach to customers and sales. Ram Charan provides readers a detailed road map of the coming organization in which creating value for customers becomes everyoneas primary goal. It is must reading for every manager and salesperson.a
aMurray Martin, CEO, Pitney Bowes, Inc.
aFor the winners in todayas 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 todayas competitive environment.a
aBill Teuber, vice chairman, EMC
"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
""What the Customer Wants You to Know" is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business."
-John A. Luke, CEO, MeadWestvaco
""What the Customer Wants You to Know" challenges sales forces to revolutionize their methods-and our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective."
-Dick Harrington, president and CEO, The Thomson Corporation
""What the Customer Wants You to Know" offers a revolutionary approach to customers and sales. Ram Charan provides readers 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."
-Murray Martin, CEO, Pitney Bowes, Inc.
"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 Teuber, vice chairman, EMC
Ram Charans 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 professionalfrom a CEO to a front-line sales personwho is looking to improve sales effectiveness is sure to find this book well worth reading.
Francisco DSouza, president and CEO, Cognizant Technology Solutions Corporation
"What the Customer Wants You to Know" is an excellent primer for any business looking to drive better sales results and profitable growth by focusing on what the customer needs to improve his or her business.
John A. Luke, CEO, MeadWestvaco
"What the Customer Wants You to Know" challenges sales forces to revolutionize their methodsand our experience at The Thomson Corporation testifies to the fact that the payoff in increased sales and customer loyalty can be significant. His recommendations may sound radical, but they are practical and effective.
Dick Harrington, president and CEO, The Thomson Corporation
"What the Customer Wants You to Know" offers a revolutionary approach to customers and sales. Ram Charan provides readers a detailed road map of the coming organization in which creating value for customers becomes everyones primary goal. It is must reading for every manager and salesperson.
Murray Martin, CEO, Pitney Bowes, Inc.
For the winners in todays 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 todays competitive environment.
Bill Teuber, vice chairman, EMC

Prof. Ram Charan has authored and co-authored more than 30 books that have sold over 4 million copies in more than a dozen languages. He was among Business Week's top ten resources for in-house executive development programs. Four of his books were Wall Street Journal bestsellers, including Execution, which figured more than 150 weeks on the New York Times bestseller list.

'An excellent primer for any business looking to drive better sales results and profitable growth' John A Luke, CEO, Meadwestvaco Top business guru Ram Charan explains why the process of selling is broken - and then how it can be fixed These days customers want more than great products at great prices: they want you to know how their business works, so that you can make it work better. It is time for companies to re-think their selling processes, and adopt a new, radical but practical approach that produces stronger customer relationships to gain long term rewards. Called Value Creation Selling, it will enable you to: Gain a deeper knowledge of your customer's business Use this knowledge to improve your customer's margins * Show how your product and expertise is the winning combination Some day, every company will listen more closely to the customer. In the meantime, this book will show you how to get ahead of the competition.

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