Consultative selling
The Hanan formula for high-margin sales at high levels
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
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
- Consultative propositioning strategies
- 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
- Consultative proposing strategies
- Appendix A
- Appendix B
- Index
Caractéristiques techniques
PAPIER | |
Éditeur(s) | Amacom |
Auteur(s) | Mack Hanan |
Parution | 07/01/2004 |
Édition | 7eme 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 |
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