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Consultative Selling, 8th Edition by Mack HANAN

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1HOW TO BECOME CONSULTATIVE

In just three sentences, you reveal whether you are a consultative sales representative.

In the first sentence, a consultant identifies a customer’s problem in financial terms—what the problem is costing the customer or what the customer could be earning without the problem. If you mention your product or service, you are vending and not consulting.

In the second sentence, a consultant quantifies a profit-improvement solution to the problem. If you mention your product or service, you are vending and not consulting.

In the third sentence, a consultant takes a position as manager of a problem-solving project and accepts single-source responsibility for its performance. In the course of defining the project in terms ...

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