2008 Q2 Book Review
What the Customer Wants You to Know
Time is running out on the traditional transactional sales model. Today’s competitive business environment simply will not allow for companies to push the features of their products or services on unsuspecting or unwilling customers. Rather, success will be determined by how well companies transform the sales process to focus on the prosperity of their customers.
Business author and consultant Ram Charan provides a guide that details the steps necessary to reinvent the traditional sales approach from its often frustrating and unfulfilling preoccupation on product and price into a consultative approach that engages the entire organization in understanding and solving each customer’s unique challenges.
Charan’s book is not the typical sales treatise loaded with motivational techniques, closing styles and lead generation systems. Rather it is a clear and concise common-sense roadmap to help companies engage all portions of the organization that come into contact with the customer.
Reviewed by American Management Association