- Hardcover: 250 pages
- Publisher: Amacom; 7th edition edition (1 Dec 2003)
- Language English
- ISBN-10: 081447215X
- ISBN-13: 978-0814472156
- Product Dimensions: 23.2 x 15.4 x 3 cm
- Amazon Bestsellers Rank: 786,594 in Books (See Top 100 in Books)
- See Complete Table of Contents
Consultative Selling
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Product Description
Product Description
Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, makin
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In just three sentences you reveal whether you are a consultative sales representative. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
In just three sentences you reveal whether you are a consultative sales representative. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Amazon.com:
4.1 out of 5 stars (8 customer reviews)
8 of 9 people found the following review helpful:
3.0 out of 5 stars
Too Much Repetition, 24 May 2007
By Red Pill "Rabbit" - Published on Amazon.com
This review is from: Consultative Selling: The Hanan Formula for High-margin Sales at High Levels (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.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
A classic book for the sales practitioner!, 14 Mar 2007
By David Klepinger - Published on Amazon.com
This review is from: Consultative Selling: The Hanan Formula for High-margin Sales at High Levels (Hardcover)
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.
5.0 out of 5 stars
Value selling for todays' buyer driven world., 2 May 2011
By Reg Nordman "(K)nights on the Road" - Published on Amazon.com
This review is from: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (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.
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