Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (Eighth Edition)

By: Mack HANAN

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Synopsis: 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 Consultative Selling, sales consultant Mack Hanan helps you 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.