Consultative Selling
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Consultative Selling by Mack Hanan
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.
MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.
| SKU | Unavailable |
| ISBN 13 | 9780814437506 |
| ISBN 10 | 0814437508 |
| Title | Consultative Selling |
| Author | Mack Hanan |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | HarperCollins Focus |
| Year published | 2018-04-20 |
| Number of pages | 258 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |