From the bestselling author of What the CEO Wants You to Know: How to rethink sales from the outside in

More than ever these days, the sales process often turns into 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.

Instead of starting with your product or service, start with your customer’s problems. Focus on becoming your customer’s trusted partner, someone he or she can turn to for creative, cost- effective solutions that are based on your deep knowledge of his values, goals, problems, and customers. This powerful book will teach you:

• How to gain a deeper knowledge of your customer’s company, including costs, values, and how decisions really get made

• How to help your customer improve margins and drive revenue growth

• How to focus on your customer’s customers

• How to work with other departments in your own company to customize better solutions

• How to make price much less of an issue

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.

拉姆·查兰（Ram Charan）

全球著名的管理咨询大师、畅销书作家。在过去35年中，他为全球顶级企业及其领导人提供常年的管理咨询服务，其中包括通用电气、KLM、美洲银行、杜邦、诺华制药、EMC、3M及Verizon等。他的独到见解源于其过人的商业智慧：他能在飞速变化的市场环境下，透过企业的复杂表面，直指问题的核心；还能针对核心问题，提出精妙的解决方案，不仅切中要害，还切实可行，即刻就可付诸实施。拉姆·查兰与拉里·博西迪合著的《执行》曾在《纽约时报》畅销书排行榜上高居榜首。

译者简介

杨懿梅

哈佛大学工商管理硕士MBA，清华大学经济学硕士、管理学及英国文学学士。曾在麦肯锡咨询公司及贝恩资本私募股权投资基金就职。目前正协助拉姆·查兰先生服务中国企业。

萧峰

拥有十几年管理咨询经验。曾经任职数家财富五百强企业，包括贝克休斯公司、马士基航运、英国石油。现担任数家大型外资及民营企业的独立董事及常年管理顾问。拥有荷兰马斯赫利特管理学院MBA学位。