- Paperback
- Publisher: Amacom Books; 3 edition (Mar 1987)
- Language English
- ISBN-10: 0814476775
- ISBN-13: 978-0814476772
- Product Dimensions: 22.1 x 14.7 x 1 cm
- Amazon Bestsellers Rank: 1,522,584 in Books (See Top 100 in Books)
- See Complete Table of Contents
Consultative Selling
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Product Description
Product Description
Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors.
--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
--This text refers to the Hardcover edition.
Inside This Book
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First Sentence
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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8 reviews
4 of 4 people found the following review helpful
A classic book for the sales practitioner!
14 Mar 2007
Format:Hardcover|Amazon 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.
8 of 10 people found the following review helpful
Too Much Repetition
24 May 2007
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.
1 of 1 people found the following review helpful
Value selling for todays' buyer driven world.
2 May 2011
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.
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