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C. Richard Weylman

The Power of Why: Breaking Out in a Competitive Marketplace

Book Summary

From competitive markets to unnamed rivals, companies face various problems whenever they have a product to sell. What remains the same, however, is the inability of most of them to identify the reasons why consumers buy certain products and why some organizations manage to sell better than their counterparts. Is this because they lack analytical tools, or is it a process that is missing?

In his book The Power of Why, Richard Weylman uses decades of consulting experience with businesses of all sizes to encourage managers to develop customer-centric strategies and a steady focus on solving customer’s problems rather than trumpeting accolades and longevity. 

Key Topics

  • How does a deeper understanding of customer needs lead to more penetrating questions through “Why Asking”?
  • How can businesses identify their unique value proposition?
  • How do customers view a company’s proposition and why it may or may not matter to them?
  • How should lean organizations engage with markets and customers?
  • Why is exceeding customer expectations so critical in developing a loyal customer base?
  • How does a deeper understanding of customer needs lead to more penetrating questions through “Why Asking”?
  • How can businesses identify their unique value proposition?
  • How do customers view a company’s proposition and why it may or may not matter to them?
  • How should lean organizations engage with markets and customers?
  • Why is exceeding customer expectations so critical in developing a loyal customer base?

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