What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
Ram Charan?We have to face the truth: the process of selling is broken . Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they don?t, a lingering malaise sets in.?
More than ever these days, the sales process tends to be a war about price?a frustrating, unpleasant war that takes all the fun out of selling.
But there?s a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how his or her business works, so you can help make it work better. It sounds simple, but there?s a catch: you won?t be able to do that with your traditional sales approach.
Instead of starting with your product or service, start with your customer?s problems. Focus on becoming your customer?s trusted partner, someone he can turn to for creative, cost-effective solutions that are based on your deep knowledge of his values, goals, problems, and customers.
This book defines a new approach to selling?which Charan calls value creation selling?that while radical is nonetheless practical. VCS has been battle-tested in companies in a variety of industries, such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable you to:
? Gain a deeper knowledge of your customer?s problems
? Understand how your customer?s company really makes decisions
? Help your customer improve margins and drive revenue growth
? Connect sales with other key functions such as finance and manufacturing
? Come up with new customized offerings
? Make price much less of an issue
VCS gets you out of the hell of commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins, and higher revenue growth, built on win-win relationships that deepen over time.
Someday, every company will listen more closely to the customer, and every manager will realize that sales is everyone?s business, not just the sales department?s. In the meantime, this eye-opening book will show you how to get started.
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The 24 sales traps and how to avoid them : recognizing the pitfalls that mislead even the best performers
There's nothing easier, more natural -- or more dangerous -- than to latch on to wrong information. Salespeople do it all the time, as they mistakenly build their sales philosophies on foundations of half-truths and falsehoods, such as "you must be aggressive to succeed in sales" or "lower your price to close the sale."The 24 Sales Traps and How to Avoid Them debunks sales truisms like these. Based on field-tested and scientifically validated research, the book replaces conventional wisdom with hard facts and an updated approach. For example:-- "If you generate sales activity, you'll be successful." Sales managers preach this as gospel, but the research uncovered here shows that it only applies to small, transactional sales, not large, consultative sales.-- "The Internet has changed selling." Not so, readers learn. The Internet has shifted traditional direct marketing to the virtual channel, but not selling.-- "Handling objections helps you meet the prospect's needs." True, but: research shows that the fewer the objections, the more likely the sale will take place.The 24 Sales Traps and How to Avoid Them will appeal to both sales managers and reps searching for a fresh infusion of real-life advice on how to achieve better sales.
ProActive Selling: Control the Process -- Win the Sale
Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process7mdash;an approach that can drive customers away. With ProActive Selling, reps have a wide variety of flexible and effective selling tactics to choose from. This enables them to adapt and approach each sales call uniquely and keep the customer at the center of every sales presentation.By learning to think like the customer, sales professionals will learn to shift their own focus from the selling process to the buying process, and how to use the right tool at the right time. Miller's 15 practical selling tools let sales professionals in any industry: * double the number of calls returned from prospective customers * call high (where buying decisions are really made) and stay there * increase the effectiveness of in-person and telephone sales interactions * own the process and own the deal Plus, they'll learn how to speak the right language to buyers at any level, get rid of the "maybes" in the sales funnel, and master the 7 Qualification Questions that keep their efforts focused on only the most worthwhile accounts.
Power Sales Writing
Power Sales Writing is a brisk, no-nonsense guide to writing sales messages guaranteed to grab and hold a prospect's attention. With this book in hand, everyone from salespeople to marketing managers to business executives will quickly and painlessly master the essence of effective sales writing to win the sale or client. This book includes: Lists of power words and phrases Editing and revision techniques Tips on how to break bad news and achieve desired outcomes Advice on translating sales skills into copy Techniques for getting prospects to act by articulating their needs
Speak Like a CEO: Secrets for Commanding Attention and Getting Results: Secrets for Communicating Attention and Getting Results
An award-winning news anchor presents methods for better communication in any business environment During her 20 years in broadcasting, award-winning news anchor Suzanne Bates conducted more than 10,000 interviews, during which she witnessed business leaders, politicians, and celebrities at their best and worst. Now a top CEO communication coach, Bates is renowned for her uncanny ability to transform even the shyest oratorical mouse into a public-speaking lion. In Speak Like a CEO , Bates: Reveals the secrets for communicating in any situation Describes simple techniques for acing speeches, presentations, media interviews, Q&A sessions, business meetings, and more Outlines self-improvement plans that can easily be customized to your needs Shares secrets from top leaders, including Mario Cuomo's technique for overcoming stage fright and Colin Powell's secret for projecting authenticity
What the Best CEOs Know : 7 Exceptional Leaders and Their Lessons for Transforming any Business
Jeffrey A Krames; Netlibrary, Inc
An excellent encapsulation of real life situations and how to approach them. It affirms the good things a CEO might be doing now and offers great tips for how to possibly add a bit more cutting edge. Easy to read, easy to apply, entertaining, applicable. A real delight to read.
Smart Sales People Don't Advertise : 10 Ways to Outsmart Your Competition with Guerilla Marketing
Smart Sales People Don't Advertise forces you to think outside the traditional marketing sphere. Imagine a concept that will help small business and sales people increase their exposure and market, without spending a dime on advertising? Tom Richard's fast paced style and pin-pointing strategies will get your mind racing with new ideas and concepts on how to jump-start or revitalize your sales force with guerilla marketing. Tom Richard will show you how to implement guerilla marketing to outsmart your competition without having to out spend them.
Questions That Sell : The Powerful Process for Discovering What Your Customer Really Wants
"Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: • Vision Questions: Tap into a customers’ needs and desires for the future • Questions to Uncover Problems: Fix something that’s not working for the client • Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster."
Creating a million-dollar-a-year sales income : [sales success through client referrals
Create the Kind of Client-Referral Network That Will Make You a Millionaire Developing a solid referral base is the single most important——and difficult——task you face as a salesperson. Now you too can achieve results like the sales megastars. In Creating a Million-Dollar-a-Year Sales Income, master sales trainer Paul McCord sets out a detailed, yet flexible course of action that has been proven to generate referrals in virtually any sales system or environment and in any industry. This easy-to-read, conversational reference guide features compelling real-world examples of common sales mistakes and solutions that will transform lost opportunities into real prospects. You'll discover how to: Generate a large number of qualified referrals from each of your clients Turn your clients into your personal sales team Negotiate for more referrals Avoid the most costly mistakes salespeople make Guarantee future generations of referrals Increase your sales production and income by 200, 300, or even 1,000 percent in just months "Referral selling is a cornerstone of sales success. This amazingly effective and detailed plan will fill your pipeline with hot, ready-to-buy leads——fast!" —Frank Rumbauskas Jr., author, Never Cold Call Again "A very powerful book that will create many superstars within my organization. A must-have, must-read book." —David Choate, District Manager, Farmers Insurance Group, Texas "A great source for new and seasoned salespeople. It breaks through the myths...
The Source of Success : Five Enduring Principles at the Heart of Real Leadership
Peter Georgescu, Ram Charan, David Dorsey
In The Source of Success, Peter Georgescu, former CEO of the world-renowned advertising agency Young & Rubicam, reveals the nature of the new economic world, and shows what it takes to win in this intensely competitive arena. Georgescu presents a new standard of leadership that focuses on the key source of value in today’s corporation: the relationship between the informed customer and the creative employee—a relationship, he shows, that must be built with honesty and integrity. Georgescu’s vision rests on five crucial principles, which together can unleash a tremendous untapped reservoir of energy within our organizations, and within ourselves: Creative capacity and the brand integrity that grows from it are an organization’s most important assets. Enlightened leaders inspire creativity through understanding, cooperation, and respect. Competence and execution are as important as ever, but they must be aimed at building intimacy with the customer. Alignment is the critical concept for the twenty-first-century organization. Great companies don’t happen without leaders who have transformed themselves .
Sales scripts that sell!
Whatever the scenario, effective salespeople know how to immediately establish customer rapport, build trust and self-confidence, overcome resistance and objections -- and win sales. Completely updated with all new material, Sales Scripts That Sell puts the most powerful selling scripts at readers' fingertips, providing solutions for a wide range of sales situations. An all-in-one training manual for every level of experience, the book is arranged by selling activity, including: * prospecting * controlling the sale * countering objections * handling stalls * closing * getting referrals. Complete with new scripts for e-mail and voicemail, this go-anywhere, easy-reference guide ensures that the language salespeople use is positive, effective, and on target. The book contains motivational introductions, warm-up exercises, memory joggers, and even "stage directions," with instructions on use and delivery. Proven, practical, and all new, this is a must-have book for sales professionals everywhere.
Execution : the discipline of getting things done
Explains how to make the leap from the vision of a good idea to delivering results and demonstrates how to handle sudden changes in the business environment by making crucial connections among people, strategy, and the operating plan
Sales Questions That Close the Sale : How to Uncover Your Customers' Real Needs
This volume gives salespeople at all levels guidance for asking the right questions. It shows them how to: formulate questions that generate meaningful dialogue; funnel a prospect from an opportunity to a sale; determine a client's true motivation; pace a conversation, gain and keep client interest and maintain control of the conversation; present solutions; and deal with a prospect who won't "follow the script".
Global Tilt : Leading Your Business Through the Great Economic Power Shift
Ram Charan With Geri Willigan And Charles Burck
**The world’s economic center of gravity has shifted. Permanently. Do you know what it now takes to succeed?**The global tilt is nothing less than an irreversible shift of economic power—jobs, wealth, and market opportunities—from a small part of the world to its entirety. It is improving the lives of millions of people around the world, and while it is creating immense opportunities, it is disrupting the world as you know it with dizzying speed. If you’re an American or European, any assumptions you may have about national and managerial superiority are obsolete. Businesses in China, Singapore, India, Brazil, Malaysia, and other countries on the move have ready access to the capital and expertise they need to grow. Their leaders have just as much knowledge, talent, and drive as you do. And they are unleashing their entrepreneurial verve to scale up fast and grab once-in-a-lifetime opportunities. These businesses will soon be competing with yours everywhere on the planet, even if you’re not aware of them yet. Finding opportunities of your own requires you to consider vastly different perspectives and to see the new global landscape in its entirety and then change the content of your work to pursue them. In __Global Tilt__, __New York Times__ bestselling author Ram Charan gives business leaders the guidance they need to succeed in a tilted world, including:- Gaining an edge by cutting through the complexity of demographics, different forms of government, and even the...
The Game-Changer : How You Can Drive Revenue and Profit Growth with Innovation
How you can increase and sustain organic revenue and profit growth . . . whether you’re running an entire company or in your first management job. Over the past seven years, Procter & Gamble has tripled profits; significantly improved organic revenue growth, cash flow, and operating margins; and averaged earnings per share growth of 12 percent. How? A. G. Lafley and his leadership team have integrated innovation into everything P&G does and created new customers and new markets. Through eye-opening stories A. G. Lafley and Ram Charan show how P&G and companies such as Honeywell, Nokia, LEGO, GE, HP, and DuPont have become game-changers. Their inspiring lessons can help you learn how to: • Make consumers and customers the boss, not the CEO or the management team • Innovate to grow a mature business • Develop higher growth, higher margin businesses • Create new customers and new markets • Revitalize a business model • Reach outside your own business and tap into the abundant brainpower and creativity of the world • Integrate innovation into the mainstream of your managerial decision making • Manage risk • Become a leader of innovation We live in a world of unprecedented change, increasing global competitiveness, and the very real threat of commoditization. Innovation in this world is the best way to win—arguably the only way to really win. Innovation is not a separate, discrete activity but the job of everyone in a leadership position and the integral, central driving force...
Secrets of a Master Closer : A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere
Overview: Here's the deal:
The Lost Art of Closing : Winning the Ten Commitments That Drive Sales
**“Always be closing!” —__Glengarry Glen Ross__, 1992** **“Never Be Closing!” —a sales book title, 2014** **“?????” —salespeople everywhere, 2017**For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In __The Lost Art of Closing__, he proves that the final commitment can actually be one of the __easiest__ parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of __The Only Sales Guide You’ll Ever Need—__which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. __The Lost Art of Closing__ will help you win...