فروش مشاوره‌ای: فرمول هنان برای فروش با حاشیه بالا در سطوح بالا

Annotation 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 (booknews.com) For more than two decades, Consultative Selling has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations -- and take your own career to a new level. Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies -- including IBM, Hewlett-Packard, American Airlines, and Motorola -- Consultative Selling shows you how to develop long-term, continuing relationships with customer operating managers, instead of just vending to purchasers. By selling improved customer profits, rather than products or services, you'll be a driving force in making your clients more competitive. New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers -- even in an uncertain economic climate -- and more. Offering the same great features that have accelerated sales professionals' careers since its original publication, this brand new edition of Consultative Selling gives you the tools you'll need to truly maximize your success. Contents......Page 8 A Personal Note from the Author......Page 10 Preface......Page 14 Introduction: The Consultative Selling Mission......Page 24 PART I: POSITIONING AND PARTNERING TO PROPOSE HIGH-MARGIN VALUE PROPOSITIONS......Page 42 Consultative Positioning Strategies......Page 44 1. How to Become Consultative......Page 46 2. How to Penetrate High Levels......Page 66 3. How to Merit High Margins......Page 85 Consultative Partnering Strategies......Page 104 4. How to Set Partnerable Objectives......Page 106 5. How to Agree on Partnerable Strategies......Page 121 6. How to Ensure Partnerable Rewards......Page 134 PART II: PROPOSING CONTINUOUS BUSINESS IMPROVEMENT THROUGH FAST-CLOSING PROFIT PROJECTS......Page 148 Consultative Proposing Strategies......Page 150 7. How to Qualify Customer Problems......Page 152 8. How to Quantify PIP Solutions......Page 181 9. How to Sell the Customer’s Return......Page 210 Appendix A......Page 240 Appendix B......Page 258 C......Page 266 I......Page 269 N......Page 270 P......Page 271 T......Page 272 Z......Page 273 In just three sentences you reveal whether you are a consultative sales representative.