The Hanan Formula for High-margin Sales at High LevelseBook - 2011 | 8th ed
"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.
Publisher: New York : 2011. AMACOM,
Edition: 8th ed
Branch Call Number: REM
Characteristics: 1 online resource (xxiv, 232 pages) : illustrations