Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels

Hanan, Mack

Published by AMACOM, 1999
ISBN 10: 0814405037 / ISBN 13: 9780814405031
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Synopsis: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors.

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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.

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Title: Consultative Selling Advanced, Sixth Edition...
Publisher: AMACOM
Publication Date: 1999
Binding: Hardcover
Book Condition: Used: Good

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