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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels Hardcover – 1 Apr 2011


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Review

"Paul Tulenko, syndicated columnist: ""This is the seventh edition of an all-time favorite of salespeople everywhere.Buy this book."" Praise for previous editions of Consultative Selling: ""A groundbreaking book."" -- Sales and Marketing Strategies & News ""A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen -- really listen."" -- Selling Magazine ""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 ""Consultative Selling provides the sales representative with the ultimate product to sell -- customer profit. When customer profit becomes the product, then other vendors who offer 'benefits' or even 'solutions' end up taking the back seat. Consultative Selling defines 'value-added' to customer managers . . . end of conversation!"" -- J. Kirk Baugher, Manager, AS/400 Software Channels, IBM ""Consultative Selling has proven to be one of our most valuable sales tools. It has provided us with a common language for executive-level communications with our customers, and clearly focuses on their real issues of financial results. It's a survival kit for doing business."" -- Ralph L. Genesi, Director, Marketing and Sales Development, Honeywell" --This text refers to an out of print or unavailable edition of this title.

From the Back Cover

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


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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 14 reviews
6 of 6 people found the following review helpful
A classic book for the sales practitioner! 14 Mar. 2007
By David Klepinger - Published on Amazon.com
Format: Hardcover Verified Purchase
This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around delivering measurable value to the customer. I highly recommend this to anyone that is looking to get beyond the "mushy" superlatives that salespeople like to throw around. It gives you the formula on how to build a powerful business case and deliver it to the right stakeholder! If you are in the sales game you need to read this book.
10 of 12 people found the following review helpful
Too Much Repetition 24 May 2007
By Amazon Customer - Published on Amazon.com
Format: Hardcover
Good information for anybody in sales, and probably worth the price of the book, but I found it to be very repetitive. "Vendors sell like this, but Consultative Sellers sell like that." Then I skipped a few chapters ahead - same thing. I'm an independent consultant who has recently added a couple of product lines, so I'm new to product sales. I personally like Alan Weiss's books, especially Million Dollar Consulting or The Ultimate Consultant, which explains the same philosophy - sell results to the client, not your product - but has more details about how to do it. Save yourself some time and read one of Weiss's books and apply it to your sales.
2 of 2 people found the following review helpful
Value selling for todays' buyer driven world. 2 May 2011
By Reg Nordman - Published on Amazon.com
Format: Hardcover
I first read Mack Hanan many years ago and have used his approach ever since. I was delighted to receive his latest book from Amacom. As part of my ongoing research into value pricing I was interested to see what Mack had to say on this topic. Well it is a lot. This is likely the most complete sales book that is based on value pricing and explains what we call value based selling. He has remained true since 1970 to stating that sales main goal is improving customer profits and margins. So this book is full of great examples and studies of how and where to use value selling. I strongly suggest that if you are serious about being a successful sales person or having an effective sales organization in today's buyer driven world you get and carefully read this latest book by Mack.
Technical but comprehensive! 14 Jan. 2014
By Amazon Customer - Published on Amazon.com
Format: Kindle Edition Verified Purchase
This is a great book that stresses the importance of positioning your product or service as a money saver. Very comprehensive discussion on the Profitability Improvement Proposal. May be a little technical to read but certainly worth it!
decent book on taking a consultative approach to sales 28 Nov. 2014
By Zeneshia Zenon - Published on Amazon.com
Format: Kindle Edition Verified Purchase
With my past company, we were told to focus on being consultants with our products and customers. Close the deal but demonstrate to prospects and buyers that you are their consultant and here to help. This book discusses techniques that are useful and kind of out-dated but I do find it is useful for. Sale reps.
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