Overview

Does your competitor always get the sale, even though your products and service are just as good--if not better? Why are some companies' once-trusted brands now deemed worthless? Do you have to continually sell to your existing customers as though they are brand-new ones? After many years of diligent research and work with a wide range of clients, consultant and speaker C. Richard Weylman has found the answer to these questions. The truth is, customers don't care if a business is different or that its products are unusual. Trumpeting achievements like We were voted #1 again, Rated best service three years running, or We're experienced! doesn't engage buyers emotionally. That's seller-centric thinking in a buyer-centric world. When customers are deciding where to buy, they have one thing in mind: Why should I do business with this company? Will it solve my problem today? Buyers want to do business with companies that are willing to make a customer-centric promise of expected outcome: up-front and unconditional. This isn't just a slogan; it has to be in the company's DNA, consistently delivered through all parts of the organization. Think Michelin, whose promise-- A better way forward --centers on the consumer, a shift that helped it pull ahead of rival Goodyear, which continues to trumpet its products' popularity. The Power of Why shows listeners how to elevate their business performance regardless of their situation or position. Offering the same actionable, hands-on strategies Weylman has used to help companies of all sizes grow in the toughest conditions, The Power of Why is the new manual for business survival and growth.

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9781469283081

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C. Richard Weylman, Chairman of Weylman Consulting Group and CEO of The Weylman Center for Excellence in Practice Management, is a highly sought-after sales and marketing consultant, speaker, and media expert. His writings have been featured in Investment Advisor, Fundfire, NALU, GAMA News Journal, and on WSJ.com and Forbes.com.

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