Mack Hanan, “Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels” – eBook

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.