Product Description
ôA major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenùreally listen.ö û Selling MagazineDo you sell products or services? It doesnÆt matter: What youÆre 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 HananÆs Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themùand youùto the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales ò Building and using consultative databases for value propositions and proof of performance ò Studying your customersÆ cash flows to win proposals ò Using consultative selling strategies on the Web ò Coping withùand reversingùthe inevitable ônoö 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 customersÆ competitionùand your own rivalsùirrelevant.
Synopsis
Explains the universally-adapted selling technique known as "consultative selling".
