Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

by Mack HANAN

On Sale: March 15, 2011

Price: $22.99

Book Summary

Do you sell products or services? Mack Hanan has a secret to share: it doesn’t matter. Discover the proven formula for selling customer profit that generates maximum sales.

About the Book

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.

Product Details

  • ISBN: 9780814437506
  • ISBN 10: 0814437508
  • On Sale: March 15, 2011
  • Pages: 258
  • List Price: $22.99
  • Trim Size: 152.000mm x 229.000mm x 12.000mm
  • Category 1 : BUSINESS & ECONOMICS / Sales & Selling / Management
  • Category 2 : BUSINESS & ECONOMICS / Sales & Selling / General
  • Category 3 : BUSINESS & ECONOMICS / Skills
  • Category 4 : BUSINESS & ECONOMICS / Consulting
  • Category 5 : BUSINESS & ECONOMICS / Personal Success