Consultative Selling TM: The Hanan Formula Fro High-Margin Sales at High Levels, Edition 0008
Consultative Selling TM: The Hanan Formula Fro High-Margin Sales at High Levels, Edition 0008  -     By: Mack Hanan
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Thomas Nelson / 2011 / Paperback
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Consultative Selling TM: The Hanan Formula Fro High-Margin Sales at High Levels, Edition 0008

Thomas Nelson / 2011 / Paperback

In Stock
Stock No: WW43750X


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Product Information

Format: Paperback
Number of Pages: 258
Vendor: Thomas Nelson
Publication Date: 2011
Dimensions: 9.02 X 5.98 X 0.58 (inches)
ISBN: 0814437508
ISBN-13: 9780814437506

Publisher's Description

Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.

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