Consultative Selling TM: The Hanan Formula Fro High-Margin Sales at High Levels, Paperback/Mack Hanan
Description Do you sell products or services? It doesn't matter: What you're 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 Hanan's Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them--and you--to 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 with--and reversing--the 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' competition--and your own rivals--irrelevant. About the author MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.