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Consultative Selling, 8th Edition by Mack HANAN

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6HOW TO ENSUREPARTNERABLE REWARDS

You and your support staff are the essential partnering agents in Consultative Selling. Together, you compose a profit-improvement team for each of your customers. You, the consultant, are the leader of the team. You will partner with the customer business function managers whose costs you can reduce and with the managers of the customer’s lines of business whose sales can be increased. The minimal resources you need as team leader and their relationship to you are shown in Figure 6-1.

Three types of support from within your company will be essential: financial, data, and technical. All supportive team members will play two roles. Internally, within the team, they will coach and counsel you in preparing and presenting ...

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