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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Table of Contents

CONTENTS

A Personal Note from the Author vii

Preface xiii

Introduction: The Consultative Selling Mission 1

PART I: POSITIONING AND PARTNERING TO

PROPOSE HIGH-MARGIN VALUE

PROPOSITIONS: How To Co-Manage

Cash Flow Opportunities 19

Consultative Positioning Strategies 21

1. How to Become Consultative 22

2. How to Penetrate High Levels 45

3. How to Merit High Margins 60

Consultative Partnering Strategies 76

4. How to Set Partnerable Objectives 77

5. How to Agree on Partnerable Strategies 91

6. How to Ensure Partnerable Rewards 105

PART II: PROPOSING CONTINUOUS BUSINESS

IMPROVEMENT THROUGH FASTCLOSING

PROFIT PROJECTS: How To

Realize Customer Performance

Objectives 117

Consultative Proposing Strategies 119

7. How to Qualify Customer Problems 120

8. How to Quantify PIP Solutions 144

9. Developing Your ‘‘What-If Ability’’ 168

Appendix A. How Customer Managers Budget Capital

Expenditures 191

Appendix B. How Customer Managers Make

Lease-vs.-Buy Decisions 208

Appendix C. How Customer Managers Plan and

Evaluate Investments by the Numbers 216

Index 225

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