According to management expert Ram Charan, the sales process is broken. The demand for competitive pricing is constantly increasing, and customers want more than exceptional products at great prices; they want you to know how their business operates, so you can improve it. It's time for companies to rethink their sales processes, and this is where Charan's concept of Value Creation Selling comes in. It's a new approach that, although radical, is practical and produces stronger relationships with customers and long-term rewards. VCS will allow you to: Develop a deeper understanding of the customer's business, Use this knowledge to improve the customer's margins, Show how your product and expertise make a winning combination. Someday, every company will listen more carefully to the customer.

Pages: 192, Dimensions: 12.9x12.9cm