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

ISBN: 0814437508

Author: HANAN, Mack

Condition: New

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. Youll 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.