Consultative Selling

Mack Hanan

ISBN 10: 0814405037 / ISBN 13: 9780814405031

Published by Amacom, 1999

About this Item

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.

Seller Inventory # 00109401385

Bibliographic Details

• Title: Consultative Selling
• Publisher: Amacom
• Publication Date: 1999
• Language: English
• ISBN 10: 0814405037
• ISBN 13: 9780814405031
• Binding: Hardback
• Condition: Fair

About this title

Synopsis

This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:

* make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter * break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions * apply Consultative Selling strategies to government sales (where profits are irrelevant and there will always be a lower-price bidder) * involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

About the Author

Mack Hanan (New York, NY) is a renowned consultant and the bestselling author of numerous AMACOM books, including Key Account Selling, Sales Shock, Competing on Value, and Tomorrow's Competition.