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Games Customers Play

Release date: 15 June 2018
₹ 399

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Description

Ramesh Dorairaj is a consultant, coach and mentor. As founder of Leaders Anvil, he helps companie... Read More

Product Description

Ramesh Dorairaj is a consultant, coach and mentor. As founder of Leaders Anvil, he helps companies sell more in an attention-deprived and crowded marketplace. He enables them to understand the nature of the market and calibrate their messages to suit changing patterns of influence and power.
In his former corporate life, he played senior roles in Infosys, MindTree and Wipro. He has helped and coached salespeople close deals totalling over $1.5 billion, and managed the delivery of IT services to many Fortune 500 companies. His assignments have taken him to over thirty countries.
He lives in Bengaluru with his wife and two children.

Are you coming across clients who no longer believe in win-win deals? Do you think customers are negotiating even harder? Do you have a feeling that you are playing a different game now?
Business has been an endless series of games played by buyers and sellers-with one difference. Both sides could win at the same time.
But somewhere along the way, many customers have changed the rules of these games in their favour. As a seller, when do you give in and when do you hold back? When do you walk away? Do you search for other markets? Or do you grin and bear it in the hope of better times?
In Games Customers Play, Ramesh Dorairaj shows you how to spot such games and change the rules to your advantage. So that it doesn't matter what the deal is, you will always win!

Extremely well researched

(Subroto Bagchi)

The book makes a valid and well-researched case for classifying customer relationships based on the power balance between you and a customer. If you still classify customers based on volume of business, it is time to seriously give that strategy a rethink

(R. Gopalakrishnan)

Games Customers Play by Ramesh Dorairaj came across as a really well-written book . . . a terrific read. If you have a sales team, gift them this book. It may change the way they sell to customers they have never managed to as yet

(Abhijit Bhaduri)

Ramesh presents an interesting way to view buyer-seller relationships, especially when companies want to operate in diverse business segments or move from products into services or shift from commoditization to customization. Applying this model, you could calibrate the deployment of limited resources much more effectively

(Sangeeta Talwar)

This book is a must-read if you want to understand where you stand with your customers and your prospects-and how to change the nature and quality of the relationship with your customers profitably. The book is a great read if you are in sales, business development or strategy

(Chandramouli Venkatesan)

In Games Customers Play, Ramesh provides an excellent framework to understand and effectively manage customer engagements and relationships

(Srinivas Uppaluri)

Groundbreaking work in buyer-seller relationships. Extremely proud that such a book has come out of India and not the US or UK

(Dr Smita Chaudhry)

[This book] is a manual for practitioners engaged in the tandem dance of enterprise buying and selling. Parting note, have a couple of highlighters, markers and pencils handy as you read

(Atiq Syed)

Product Details

Title: Games Customers Play
Author: Ramesh Dorairaj
Publisher: Penguin
SKU: BK0436232
EAN: 9780143442141
Number Of Pages: 224
Language: English
Binding: Paperback
Release date: 15 June 2018

About Author

Ramesh Dorairaj is a consultant, coach and mentor. As founder of Leaders Anvil, he helps companies sell more in an attention-deprived and crowded marketplace. He enables them to understand the nature of the market and calibrate their messages to suit changing patterns of influence and power. In his former corporate life, he played senior roles in Infosys, MindTree and Wipro. He has helped and coached salespeople close deals totalling over $1.5 billion, and managed the delivery of IT services to many Fortune 500 companies. His assignments have taken him to over thirty countries. He lives in Bengaluru with his wife and two children.

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