{"product_id":"consultative-selling-mack-hanan-9780814437506","title":"Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels","description":"\u003cp\u003e\u003cstrong\u003eWhen 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.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eConsultative Selling\u003c\/em\u003e, 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: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003ecreate a two-tiered sales model to separate consultative sales from commodity sales;\u003c\/li\u003e\n\u003cli\u003ebuild and use consultative databases for value propositions and proof of performance;\u003c\/li\u003e\n\u003cli\u003estudy your customers' cash flows to win proposals;\u003c\/li\u003e\n\u003cli\u003euse consultative selling strategies on the web;\u003c\/li\u003e\n\u003cli\u003eand cope with--and reverse--the inevitable \"no.\"\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eFor over four decades, \u003cem\u003eConsultative Selling\u003c\/em\u003e has empowered countless sales professionals to reap maximum success.\u003c\/p\u003e\u003cp\u003eNow, 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Mack Hanan\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0814437508\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780814437506\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Amacom\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/15\/2011\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 258\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.81lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.21h x 6.14w x 0.54d","brand":"Mack Hanan","offers":[{"title":"Paperback","offer_id":44045199343871,"sku":"9780814437506","price":22.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_1aba2013-6e64-4a1d-94d4-908dba5352d0.jpg?v=1684977327","url":"https:\/\/www.whiterainbookhouse.com\/products\/consultative-selling-mack-hanan-9780814437506","provider":"WR Book House","version":"1.0","type":"link"}