Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

ISBN-13: 9780814437506 / Angielski / Miękka / 2011 / 258 str.

Mack Hanan

Opis

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.