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

By Mack Hanan

Book Overview

When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship.

In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You'll learn how to:

create a two-tiered sales model to separate consultative sales from commodity sales;build and use consultative databases for value propositions and proof of performance;study your customers' cash flows to win proposals;use consultative selling strategies on the web;and cope with--and reverse--the inevitable "no."

For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success.

Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.

• Format: Paperback
• Language: English
• ISBN: 0814437508
• ISBN13: 9780814437506
• Release Date: March 2011
• Publisher: Amacom
• Length: 258 Pages
• Weight: 0.85 lbs.
• Dimensions: 0.5" x 6.1" x 9.2"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher