Why did I choose this resource?
I chose this book summary with Kevin’s help because I am interested in working in sales and this book offers a different approach to selling.
What did you learn from it?
I learned that when making a sale, you should focus on the client. You should know all details about their business and what can/will make them better. When you rate your success by theirs, both parties benefit and will continue to want to work together.
Key Knowledge
VCS – Value Creation Selling
- Focus on the prosperity of the customer
- Measure success by how well the customer is doing with our help
- Add value by using all possible resources to help customers meet their business goals and priorities
- What’s different about this approach?
- Large amount of time spent on learning the customers business in great detail
- Use new capabilities and tools to understand and improve how the customer does business
- Know your customers’ customers.
- Customer Value Chain – working backwards from the needs of the end consumer to the needs of the customer
- More time is needed to produce an order or generate revenue
- Top management must regulate/enforce the behaviors that will make the new sales approach effective
- Sales people become team leaders – organize and direct groups of experts from diverse areas such as finance, legal, and manufacturing. Everyone has to work together!
How are you using what you learned?
- Taking time to learn about our clients. Who they are, what they do, and who are their customers.
- Trying to change my focus from my success to the success of the client.
Key Changes / Key Actions
Anant is already using VCS, but there is always room for improvement.
Additional Information
None
Source
- Name : What the Customer Wants You to Know
- Author : Ram Charan
