Book description
“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.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Dedication
- Contents
- A Personal Note from the Author
- Preface
- Introduction: The Consultative Selling Mission
- Part I: Positioning and Partnering to Propose High-Margin Value Propositions: How To Co-Manage Cash Flow Opportunities
- Part II: Proposing Continuous Business Improvement Through Fastclosing Profit Projects: How To Realize Customer Performance Objectives
- Appendix A. How Customer Managers Budget Capital Expenditures
- Appendix B. How Customer Managers Make Lease-vs.-Buy Decisions
- Appendix C. How Customer Managers Plan and Evaluate Investments by the Numbers
- Index
- Footnote
Product information
- Title: Consultative Selling, 8th Edition
- Author(s):
- Release date: March 2011
- Publisher(s): AMACOM
- ISBN: 9780814416181
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