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.
Author: Mack Hanan
Binding Type: Paperback
Publisher: Amacom
Published: 03/15/2011
Pages: 258
Weight: 0.81lbs
Size: 9.21h x 6.14w x 0.54d
ISBN: 9780814437506
Language: English
This title is not returnable
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