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

Free Download Mack Hanan, "Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels"
English | 2011 | pages: 258 | ISBN: 0814437508, 0814416179 | EPUB | 4,3 mb
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.