"synopsis" may belong to another edition of this title.
If you’re tired of taking an outsider’s approach to the sales process—trying to get past gatekeepers who look at purchasing decisions on a case-by-case basis, simplistically judging your products’ or services’ value and comparing them to your competitors’—it’s time to change your mindset. Consultative Selling shows you how to move beyond looking at yourself as a vendor and instead partner with your clients, helping them to make profit-improving business decisions validated by their return on investment.
Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques as well as the methods that have transformed countless other salespeoples’ careers since the book’s original publication.
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 classic guide gets you past the gatekeepers, enabling you to reap the rewards of long-term, increasingly profitable business relationships.
Praise for Previous Editions of Consultative Selling:
“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen — really listen.” — Selling Magazine
“An all-time favorite of salespeople everywhere. Buy this book.”— Paul Tulenko, syndicated columnist
“A groundbreaking book.” — Sales and Marketing Strategies & News
“Everything is aimed at showing customers how a transaction with you will either reduce their costs or increase their revenues. Hanan gives detailed examples of his profit improvement plans and how the most mundane product or service can be proposed as a profit-making investment for a customer.”— Kevin Pierce, Fort Myers News-Press
“Hanan offers the same in-depth, easy-to-follow plan that has made Consultative Selling the classic in its field. Everything you will need to know about changing your sales relationship from vendor/customer to consultant/client is explained precisely. Hanan literally wrote the book on the subject.” — Sales Doctors Magazine
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Book Description Paperback. Condition: Very Good. Consultative Selling This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9780814476772
Book Description Soft cover. Condition: Good. Cover crease. Pages clean. Seller Inventory # 003190
Book Description Paperback. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less 0.65. Seller Inventory # G0814476775I3N00
Book Description Paperback. Condition: Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 6545-9780814476772
Book Description Softcover. Condition: Bon. Légères traces d'usure sur la couverture. Salissures sur la tranche. Edition 1987. Ammareal reverse jusqu'à 15% du prix net de ce livre à des organisations caritatives. ENGLISH DESCRIPTION Book Condition: Used, Good. Slight signs of wear on the cover. Soiling on the side. Edition 1987. Ammareal gives back up to 15% of this book's net price to charity organizations. Seller Inventory # C-491-885
Book Description Condition: Good. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,350grams, ISBN:0814476775. Seller Inventory # 9458216