Consultative Selling
The Hanan Formula for High-Margin Sales at High Levels
Seiten
2018
|
Eighth Edition
Amacom (Verlag)
978-0-8144-3750-6 (ISBN)
Amacom (Verlag)
978-0-8144-3750-6 (ISBN)
Do you sell products or services? Mack Hanan has a secret to share: it doesn’t matter. Discover the proven formula for selling customer profit that generates maximum sales.
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.
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.
MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.
| Erscheinungsdatum | 04.12.2019 |
|---|---|
| Sprache | englisch |
| Maße | 156 x 234 mm |
| Gewicht | 380 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-8144-3750-8 / 0814437508 |
| ISBN-13 | 978-0-8144-3750-6 / 9780814437506 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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