Consultative Selling, 8th Edition

"A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen-really listen."--Selling Magazine 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 major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenreally listen. Selling Magazine Do you sell products or services? It doesnt What youre 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 Hanans Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themand youto the next level, with brand new sections 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 withand reversingthe 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 competitionand your own rivalsirrelevant. When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level—one that involves you exchanging your salesperson hat for that of a trusted consultant. You'll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers' cash flows to win proposals; use consultative selling strategies on the web; and cope with—and reverse—the inevitable "no." For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success—making the competition irrelevant. When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In his widely received guide, Mack Hanan helps readers achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.”For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant. "A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen. 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 Hanans 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 ... 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."--Publisher description "A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen." – Selling Magazine 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"...

accelerated Business Growth Consultant Hanan Presents His Formula For Achieving Sales Success. Known As Consultative Selling, This Approach Is Based Upon The Repositioning Of The Salesman As A Consultant, Who Helps His Clients To Be More Competitive In Business. Topics Include, For Example, Making The Switch From Vending To Consultative Selling, Sidestepping Purchasing Gatekeepers, And Avoiding The Delays Inherent In Traditional Price Negotiation. The Volume Does Not Contain Bibliographical References. Annotation ©2004 Book News, Inc., Portland, Or

Features sections on: creating a 2-tiered sales model to separate consultative sales from commodity sales; building and using consultative databases for value propositions and proof of performance; studying customers' cash flows to win proposals; using consultative selling strategies on the Web; and, coping with and reversing the inevitable 'no'.