Consultative Selling - Couverture rigide

Hanan, Mack; Etc.

Couverture rigide

ISBN 10 : 0814403034 ISBN 13 : 9780814403037

Editeur : Amacom, 1995

Synopsis

Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors.

A propos du livre

Quatrième de couverture

If you’re tired of taking an outsider’s approach to the sales process—trying to get past gatekeepers who look at purchasing decisions on a case-by-case basis, simplistically judging your products’ or services’ value and comparing them to your competitors’—it’s time to change your mindset. Consultative Selling shows you how to move beyond looking at yourself as a vendor and instead partner with your clients, helping them to make profit-improving business decisions validated by their return on investment.

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques as well as the methods that have transformed countless other salespeoples’ careers since the book’s original publication.

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 classic guide gets you past the gatekeepers, enabling you to reap the rewards of long-term, increasingly profitable business relationships.

Praise for Previous Editions of Consultative Selling:

“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen — really listen.” — Selling Magazine

“An all-time favorite of salespeople everywhere. Buy this book.”— Paul Tulenko, syndicated columnist

“A groundbreaking book.” — Sales and Marketing Strategies & News

“Everything is aimed at showing customers how a transaction with you will either reduce their costs or increase their revenues. Hanan gives detailed examples of his profit improvement plans and how the most mundane product or service can be proposed as a profit-making investment for a customer.”— Kevin Pierce, Fort Myers News-Press

“Hanan offers the same in-depth, easy-to-follow plan that has made Consultative Selling the classic in its field. Everything you will need to know about changing your sales relationship from vendor/customer to consultant/client is explained precisely. Hanan literally wrote the book on the subject.” — Sales Doctors Magazine

Présentation de l'éditeur

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 rela tion ship. For 40 years, Mack Hanan’s Consultative Selling has empowered hundreds of thousands of 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’ compe ti tion and your own rivals irrelevant.

Détails de l'édition

• Éditeur: Amacom
• Date d'édition: 1995
• Langue: anglais
• ISBN 10: 0814403034
• ISBN 13: 9780814403037
• Reliure: Relié
• Numéro d'édition: 5
• Nombre de pages: 256
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible