Consultative Selling: The Hanan Formula For High-margin Sales At High Levels by Mack HananConsultative Selling: The Hanan Formula For High-margin Sales At High Levels by Mack Hanan

Consultative Selling: The Hanan Formula For High-margin Sales At High Levels

byMack Hanan

Paperback | March 15, 2011

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about

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.
MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.
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Title:Consultative Selling: The Hanan Formula For High-margin Sales At High LevelsFormat:PaperbackDimensions:9.25 × 6.13 × 0.68 inPublished:March 15, 2011Publisher:AmacomLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0814437508

ISBN - 13:9780814437506

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