Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenreally listen. Selling Magazine Do you sell products or services It doesnt matter: What youre really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanans Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themand youto the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales Building and using consultative databases for value propositions and proof of performance Studying your customers cash flows to win proposals Using consultative selling strategies on the Web Coping withand reversingthe inevitable no Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers competitionand your own rivalsirrelevant.
Author: Hanan, Mack

Publisher: AMACOM

Binding: Hardcover

Language: English

ISBN-10: 0814416179

ISBN-13: 9780814416174