Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels
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Author(s): Mack Hanan
Original Publish Date: Mar 15, 2011
Product Number: EB00724811
Released: May 04, 2018
Business Term: 26 Circ
ISBN: #9780814416181
Publisher: AMACOM
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Description

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.

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