Consultative Selling

Released on by Mack HANAN
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  • Consultative Selling Book Detail

  • Author : Mack HANAN
  • Release Date : 2011-03-15
  • Publisher : AMACOM
  • Genre : Business & Economics
  • Pages : 287
  • ISBN 13 : 0814416187
  • File Size : 96,96 MB
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Consultative Selling by Mack HANAN PDF Summary

Book Description: When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, 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 invaluable resource will bring you wide-ranging success--making the competition irrelevant.

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product