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Consultative Selling, 8th Edition by Mack HANAN

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8HOW TO QUANTIFYPIP SOLUTIONS

Customer profit improvement begins with knowledge of how customers make the profits that you are going to improve: how they make their money right now. This is the starting point for Consultative Selling. Unless Consultative Selling strategies can improve the profits that a customer can make, the customer will not be a prospect for high-margin sales.

A customer makes money based on five principles:

1. Circulating capital

2. Turnover

3. Contribution margin

4. Return on investment (ROI)

5. Payback

APPLYING THE CIRCULATING CAPITAL PRINCIPLE

Profit is made by the circulation of business capital. Every business is founded on capital or funds that start in the form of cash. The objective of business is to make the initial ...

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