Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels - Couverture souple

Hanan, Mack

Couverture souple

ISBN 10 : 0814437508 ISBN 13 : 9780814437506

Editeur : Amacom, 2018

Synopsis

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.

A propos du livre

À propos de l'auteur

MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.

Détails de l'édition

• Éditeur: Amacom
• Date d'édition: 2018
• Langue: anglais
• ISBN 10: 0814437508
• ISBN 13: 9780814437506
• Reliure: Broché
• Nombre de pages: 258
• Coordonnées du fabricant: non disponible
• Personne responsable: gpsr@libri.de; gpsr@libri.de; ; Europaallee 1; Bad Hersfeld; 36244; Allemagne