Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (Paperback) (ISBN-13: 9780814437506)

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.