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

Name: Consultative Selling The Hanan Formula for High-Margin Sales at High Levels
Price: 4.08 USD
Availability: InStock
ISBN: 9780814416174

ISBN-10: 0814416179

ISBN-13: 9780814416174

Edition: 8th 2011

Authors: Mack Hanan

List price: $12.95

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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…

Book details

List price: $12.95
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: 1.144
Language: English



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