Consultative Selling The Hanan Formula for High-Margin Sales at High Levels [Paperback]

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. Youll 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.Do you sell products or services? Mack Hanan has a secret to share: it doesnt matter. Discover the proven formula for selling customer profit that generates maximum sales.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. Youll 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; uls8