Join today and start reading your favorite books for Free!
Rate this book!
Write a review?
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. Philosophically, the Value Creation Selling resembles the Lean Manufacturing principles, from the Toyota Production System, where companies must create bonds to achieve better synergy instead of fighting each other for lower prices and larger orders.In my opinio...
Amazing read...The book gives your direction to how to empathize with customers, act and deliver the products/services that your customers are looking for. An inspiration for all the candidates who are looking forward to become a product manager!
Old wine in a new bottle! Good for beginners in sales.
The book revolves around Value Creation Selling as a tool to improve sales and relook at the way we interact with customers. The approach is sensible, there are a quite a few references to drive the point home. It’s a decent read for people working in sales, but the writing, in general, could’ve been more engaging.
A Book that can drive a paradigm shift in the way Businesses approach creation of products / services / solutions .Value Creation for Customer, Consumer and User must be part of the Organization's DNA, And Value Creation Selling is a practice that will make Business sustain through long term growth and success.Highly recommended for P&L Leaders and everyone involved in Business Development, Sales, Marketing and Product/Service Development.
3.5 | Sales playbook manual. Majority of examples detail specific account plans and the impact on results. For strategic and enterprise sales professionals it can be read literally. For managers and leaders in shorter sales cycles you could apply to a customer persona group with strict and strategic outreach.
Great book but not for beginner salespersons. I think this book will be a perfect fit for those salespersons who already have built a business and have made so many sales calls, meetings before, and have a sales team. Because I'm a beginner, so this book couldn't help me that much. But it's very informative I agree.
Must read for all the sales guys!!
It is not a complete book of sales but it has good tips
First, let me give you the background of Ram Charan.He was the son of poor Shoe Shop Seller in the streets of India. And from abject poverty, has risen to become an International Business Consultant - Someone who has taught at Harvard Business School, The Kellogg School of Management and Boston University, has coauthor of two bestsellers - Execution and Confronting Reality and the author of another 11books. And has also worked with leaders of some of the world's most successful companies, includ...
At first blush, there is a lot to like about “What the Customer Wants You to Know” by noted business consultant Ram Charan. In Charan’s typically easy to access writing style, he lays out a plan for Value Creation Selling, a plan to understand the customer better before you try closing the deal. In a nutshell, become a trusted partner to your customer by helping them drive revenue and increase market share. To do this, you need a his selling method called Value Creation Selling or VCS if you lik...
First impression is, Ram Charan discusses lot of practical issues (minute details), this really proves that he had a practical experience in organisation. With respect to subject content, it deals about sales and account team issues and how can be added value thro' VAP (Value Account Plant). I could understand the importance of this since I am going thro this process in my organisation and could see the result. Only thing which we are yet to follow is presenting to the customer. This book helps
Oh the joys of having an office book club...Charan does a good job of emphasizing Value Creation Selling over a traditional, commoditized approach to sales. But rather than take 160 pgs to explain this approach I think it could have been tightened up to a long magazine article or a fill-in-the-blanks workbook. Salespeople are busy and tend to be a little ADD; it was a slog to get through the entire book.
An excellent introduction to Value Creation Selling (VCS) in a concise and easy to read format! Recommended for anyone who is in the selling business. This literally means everyone in an organization as per VCS philosophy!For more details about this book visithttp://bookwormsrecos.blogspot.in/201...
An outstanding book. Extremely practical.The author goes through great trouble to detail how sales should be approached, including pitfalls. Many organizations will not follow this approach as it takes a lot of time. The ones that do, will have customers for life.
Speaker and author Ram Charan advocates for a different way of selling, based on creating value for the customer. Accomplishing this requires a sales team that understands their customers' business, finances, and decision process. This concept isn't new. What Charan adds to it is a framework. For someone who hasn't already discovered these concepts, this book could be helpful. What would have made it more useful for me would be to skip the very basic content, such as explaining margins and ROI,
Well I did the audio book for 4 days back and forth to work--I was really jacked up about this book and after listening to this audio I felt that Ram did an excellent job at bring to the forefront the heart of sales. He goes into a few scenarios and tells a tale about the widget company in the heart of running ragged. The mind set has to change, and in his thinking he is even lured by others to join their company after they see him pulling out of the bottom to the middle in a few months. The cei...
I think the book is too big for the message that wants to trasmit us. The message is: - We should care more about the client and not only with the price of the product. - Create a strong relationship with the client and try to know as many things as possible about them; - After close the sell we should continue to worry about the client and serve them with what we can;Those are the 3 important messages and after 20 minutes of reading the book you already got them.
Like any other book from Prof Ram Charan, this book offers insights you could use Monday. He is calling on companies to under customers and their customers and develop a comprehensive view of the entire value chain. Only then, your sales guys can make a compelling pitch for your products and identify new opportunities.He explains the concept very well, but not sure there is enough in here for execs to adopt this at a company.
Must real for sales guys in product oriented organization. I myself used somethings for some of my customers though I head R&D division. Nice read and may be Must read.