Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels by Mack Hanan

Product Code: 9780814472156
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Publisher: AMACOM; 7th edition (December 10, 2003)    ISBN-10: 081447215X   ISBN-13: 978-0814472156
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.

"For more than two decades, Consultative Selling™ has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations—and take your own career to a new level.


Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies--including IBM, Hewlett-Packard, American Airlines, and Motorola--Consultative Selling™ shows you how to develop long-term, continuing relationships with customer operating buyers, instead of just vending to purchasers. By selling improved customer profits, rather than products or services, you’ll be a driving force in making your clients more competitive.


New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers—even in an uncertain economic climate—and more. In addition to offering new and advanced selling strategies, Consultative Selling™ still gives you Mack Hanan’s proven techniques to help you:


Close major sales fast by avoiding traditional price negotiation

Maintain high customer satisfaction by generating greater returns on their investments

Control the costs of sales by condensing the selling cycle

Identify key information sources for lead targeting

Coordinate with value-added resellers who are key players in your go-to-market strategy (so you can present a united front to customers)

Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies

Apply consultative selling techniques to any product or service, in any industry—and calculate the value added by your consultative approach


Offering the same great features that have accelerated sales professionals’ careers since its original publication, this brand new edition of Consultative Selling gives you the tools you’ll need to truly maximize your success.


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