The Power of Why: Breaking Out in a Competitive Marketplace Author: Visit Amazon's C. Richard Weylman Page | Language: English | ISBN:
0544026888 | Format: EPUB
The Power of Why: Breaking Out in a Competitive Marketplace Description
Review
“
The Power of Why is great reading and can be of use to all of those looking to come out on top.” —
Donald J. Trump, Chairman and President of The Trump Organization"Richard Weylman is still knocking doors down with brilliant distilled wisdom. To those who discover The Power of Why, I can only say 'Read and Reap.'"—Christopher Forbes, vice chairman, Forbes Media
“This book is a game changer! Richard has cracked the code for business growth.” —Jeffrey J. Fox, Bestselling author of How To Become A Rainmaker, How to Be A Fierce Competitor, and The Transformative CEO
“Richard’s book should be on every business owner’s desk. It is a must read for anyone engaged in sales and especially for those who hold customer service paramount.” — Richard S. Bernstein, CEO of Richard S. Bernstein & Associates, Inc.
"The Power of Why takes you on a wonderful journey of discovery that will elevate your customers' experiences while elevating your own business performance.” - Milton Pedraza, CEO of Luxury Institute, LLC
"Your customer holds the power for your professional success. The Power of Why will show you how to meet their needs with value to boost your business to amazing heights."—Dr. Nido Qubein, president, High Point University, and chairman, Great Harvest Bread Co.
About the Author
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.
- Hardcover: 176 pages
- Publisher: New Harvest; 1 edition (April 23, 2013)
- Language: English
- ISBN-10: 0544026888
- ISBN-13: 978-0544026889
- Product Dimensions: 8.3 x 5.5 x 0.9 inches
- Shipping Weight: 11.2 ounces (View shipping rates and policies)
I was prepared to hate this book. Reading the Foreword I made a judgment...here was another thinly disguised extended sales pitch written by a consultant. Shameless self-promotion.
Instead, C. Richard Weylman has delivered a must have how-to to transform your business. Written by a practitioner who more than rolls up his sleeves and gets his hands dirty, THE POWER OF WHY is the type of playbook that offers a profound distinction in how to change your company and reinforce a culture of promise. And Weylman won't waste your time; this is a 150-page book that delivers the equivalent of volumes of sound and practical business advice.
Most business people are familiar with the Unique Selling Proposition, USP. Some of us have spent hours, days, maybe weeks around the conference table creating and refining our USP and then crafting the delivery of that message to clients who may, at the end, respond with a yawn. Weylman offers a customer-centric viewpoint, the UVP, or Unique Value Promise. "It's the customer perspective that matters."
And then Weylman hands you the complete playbook on not only how to build your UVP, but also then how to integrate it into the culture of promise and finally, how to blend it all into your sales and marketing. He brooks no deviation from the plan. He suggests that client-facing members of the business meet with the best clients and go through an eighteen-question interview. No technology, just a good old-fashioned discussion. No emails, no voice recorders, no paper interviews. Face-to-face. It is only through this type of interaction that a business can discover functional advantages and emotional results.
In his book Begin with Why, Simon Sinek asserts -- and I agree -- that individuals as well as organizations must have a crystal clear sense of purpose or it will be very difficult (if not impossible) for them to decide what to do and how to do it. If they have the right purpose, it will guide and inform their decisions and, meanwhile, inspire and then sustain their efforts. Sinek suggests that the Golden Circle [i.e. beginning with WHY at the center, then proceeding to determine HOW to produce WHAT] "helps us to understand why we do what we do. [It] provides compelling evidence of how much more we can achieve if we remind ourselves to start everything we do by asking why."
Richard Weylman fully agrees. In fact, he wrote this book to help business leaders to answer the most important "why" questions and solve the most serious problems so that they and their companies can break out in a competitive marketplace. "That's our goal here: to elevate your business performance and presence so that you are the best and only choice for your product and services -- regardless of your geographic footprint or your vertical or target markets."
Early on, Weylman poses three important questions for his reader to consider:
1. "Why are your customers buying from you right now?"
2. "Are your customers staying with you or shopping around, and if the latter, why?"
3. "What is it about your competition's relationship to their customers that you haven't figured out yet? Why are they so successful?"
Having obtained preliminary answers, the reader can then take full advantage of the wealth of information, insights, and counsel that Weylman provides to help her or his organization become much more customer-centric.
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