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

Mack HANAN
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When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficia... Read More
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. Read Less

Additional Information
  • Contributor(s)Mack HANAN
  • ISBN-139780814416181
  • Publish Date03/15/2011
  • PublisherAMACOM
  • Format eBook
  • LanguageEnglish
  • Pages256
  • Price $1.99

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