Consultative Selling: The Hanan Formula for High-Margin Sales

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

â€œA major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenâ€”really listen.â€ â€“ Selling Magazine Do you sell products or services? It doesnâ€™t matter: What youâ€™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 Hananâ€™s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themâ€”and youâ€”to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales â€¢ Building and using consultative databases for value propositions and proof of performance â€¢ Studying your customersâ€™ cash flows to win proposals â€¢ Using consultative selling strategies on the Web â€¢ Coping withâ€”and reversingâ€”the inevitable â€œnoâ€ 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 customersâ€™ competitionâ€”and your own rivalsâ€”irrelevant.

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