Consultative selling

The Hanan formula for high-margin sales at high levels

Mack Hanan

250 pages, parution le 07/01/2004 (7^eme édition)

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Résumé

It's the classic sales book that has boosted profits-for salespeople and for their customers-for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:

make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter
break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions
apply Consultative Selling strategies to government sales (where profits are irrelevant and there'll always be a lower-price bidder)
involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

L'auteur - Mack Hanan

Mack Hanan (New York, NY) is a renowned consultant and the best-selling author of numerous AMACOM books, including Key Account Selling, Sales Shock, Competing on Value, and Tomorrows Competition.

Sommaire

Introduction : The consultative selling mission
Positionning and partnering to propose high-margin value propositions
- Consultative propositioning strategies
  - How to become consultative
  - How to penetrate high levels
  - How to merit high margins
- Consultative partnering strategies
  - How to set partnerable objectives
  - How to agree on partnerable strategies
  - How to ensure partnerable rewards
Proposing continuous business improvement through fast-closing profit projects
- Consultative proposing strategies
  - How to qualify customer problems
  - How to quantify PIP solutions
  - How to sell the customer's return
Appendix A
Appendix B
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Mack Hanan
Parution	07/01/2004
Édition	7^eme édition
Nb. de pages	250
Format	16 x 23,5
Couverture	Relié
Poids	525g
Intérieur	Noir et Blanc
EAN13	9780814472156
ISBN13	978-0-8144-7215-6