Consultative Selling The Hanan Formula for High-Margin Sales at High Levels
Edition: 8th 2011
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 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $29.95
Copyright year: 2011
Publication date: 3/15/2011
Size: 6.00" wide x 9.50" long x 1.25" tall
|A Personal Note from the Author|
|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|