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

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 his widely received guide, Mack Hanan helps readers 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.

Author: Mack Hanan
Publisher: Amacom
Published: 03/15/2011
Pages: 258
Binding Type: Paperback
Weight: 0.84lbs
Size: 9.00h x 6.00w x 0.58d
ISBN13: 9780814437506
ISBN10: 0814437508
BISAC Categories:
- Business & Economics | Sales & Selling | Management
- Business & Economics | Consulting
- Business & Economics | Personal Success

About the Author
MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.

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