978-0-8144-7215-6 / 9780814472156

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





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About the book:

"For more than two decades, Consultative Selling(TM) has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations--and take your own career to a new level. Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies--including IBM, Hewlett-Packard, American Airlines, and Motorola--Consultative Selling(TM) shows you how to develop long-term, continuing relationships with customer operating buyers, instead of just vending to purchasers. By selling improved customer profits, rather than products or services, you'll be a driving force in making your clients more competitive. New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers--even in an uncertain economic climate--and more. In addition to offering new and advanced selling strategies, Consultative Selling(TM) still gives you Mack Hanan's proven techniques to help you: Close major sales fast by avoiding traditional price negotiation Maintain high customer satisfaction by generating greater returns on their investments Control the costs of sales by condensing the selling cycle Identify key information sources for lead targeting Coordinate with value-added resellers who are key players in your go-to-market strategy (so you can present a united front to customers) Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies Apply consultative selling techniques to any product or service, in any industry--and calculate the value added by your consultative approach Offering the same great features that have accelerated sales professionals' careers since its original publication, this brand new edition of Consultative Selling gives you the tools you'll need to truly maximize your success. Over 100,000 copies sold! Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients' businesses grow. "Consultative Selling (TM)" gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter. Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including: * outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, "Consultative Selling(TM)" is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

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