Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

 Consultative Selling

Author: Mack Hanan
Pub Date: March 2011
Print Edition: $21.95
Print ISBN: 9780814437506
Format: Paper or Softback
Edition: Eighth Edition
e-Book ISBN: 9780814416181

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Overview

“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine

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.

About the Author

MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.

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