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Do you sell products or services? Mack Hanan has a secret to share: it doesn't matter. Discover the proven formula for selling customer profit that generates maximum sales.
About the author
MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.
Summary
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.
