Consultative Selling
The Hanan Formula for High-Margin Sales at High Levels
8th Edition
Published on 15. March 2011
Book
Hardback
256 pages
978-0-8144-1617-4 (ISBN)
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 relation ship. For 40 years, Mack Hanan's "Consultative Selling" has empowered hundreds of thousands of 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; and, 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.
More details
Edition
8th Revised edition
Language
English
Place of publication
United States
Publishing group
HarperCollins Focus
Target group
Professional and scholarly
US School Grade: College Freshman, Interest Age: 18 years
Edition type
Revised edition
Illustrations
Illustrations
Dimensions
Height: 93 mm
Width: 63 mm
Thickness: 11 mm
Weight
820 gr
ISBN-13
978-0-8144-1617-4 (9780814416174)
Schweitzer Classification
Other editions
Previous edition
Book
12/2003
7th Edition
Amacom
€57.19
Article exhausted; check for reprint
Person
Mack Hanan (New York, NY) is an international consultant, trainer, and lecturer on accelerated business growth.
Content
CONTENTS A Personal Note from the Author vii Preface xiii Introduction: The Consultative Selling Mission 1 PART I: POSITIONING AND PARTNERING TO PROPOSE HIGH-MARGIN VALUE PROPOSITIONS: How To Co-Manage Cash Flow Opportunities 19 Consultative Positioning Strategies 21 1. How to Become Consultative 22 2. How to Penetrate High Levels 45 3. How to Merit High Margins 60 Consultative Partnering Strategies 76 4. How to Set Partnerable Objectives 77 5. How to Agree on Partnerable Strategies 91 6. How to Ensure Partnerable Rewards 105 PART II: PROPOSING CONTINUOUS BUSINESS IMPROVEMENT THROUGH FASTCLOSING PROFIT PROJECTS: How To Realize Customer Performance Objectives 117 Consultative Proposing Strategies 119 7. How to Qualify Customer Problems 120 8. How to Quantify PIP Solutions 144 9. Developing Your "What-If Ability" 168 Appendix A. How Customer Managers Budget Capital Expenditures 191 Appendix B. How Customer Managers Make Lease-vs.-Buy Decisions 208 Appendix C. How Customer Managers Plan and Evaluate Investments by the Numbers 216 Index 225