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Consultative Selling The Hanan Formula for High-Margin Sales at High Levels

ISBN-10: 0814416179
ISBN-13: 9780814416174
Edition: 8th 2011
Authors: Mack Hanan
List price: $29.95
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Description: 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  More...

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Book details

List price: $29.95
Edition: 8th
Copyright year: 2011
Publisher: Amacom
Publication date: 3/15/2011
Binding: Hardcover
Pages: 256
Size: 6.00" wide x 9.50" long x 1.25" tall
Weight: 1.364
Language: English

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.

A Personal Note from the Author
Preface
Introduction: The Consultative Selling Mission
Positioning and Partnering To Propose High-Margin Value Propositions: How To Co-Manage Cash Flow Opportunities
Consultative Positioning Strategies
How to Become Consultative
How to Penetrate High Levels
How to Merit High Margins
Consultative Partnering Strategies
How to Set Partnerable Objectives
How to Agree on Partnerable Strategies
How to Ensure Partnerable Rewards
Proposing Continuous Business Improvement Through Fastclosing Profit Projects: How To Realize Customer Performance Objectives
Consultative Proposing Strategies
How to Qualify Customer Problems
How to Quantify Pip Solutions
Developing Your ''What-If Ability''
How Customer Managers Budget Capital tExpenditures
How Customer Managers Make Lease-vs.-Buy Decisions
How Customer Managers Plan and Evaluate Investments by the Numbers
Index

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