A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenureally listen.Selling Magazine Do you sell products or services? It doesnt matter: What youre 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 relationship. For 40 years, Mack Hanans Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themuand youuto 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 withuand reversinguthe inevitable onoo 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 competition and your own rivalsirrelevant.
The Hanan Formula for High-Margin Sales at High Levels