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 rela tion ship. For 40 years, Mack Hanan’s Consultative Selling has empowered hundreds of thousands of 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:
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’ compe ti tion and your own rivals irrelevant.
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Mack Hanan (New York, NY) is an international consultant, trainer, and lecturer on accelerated business growth.Dalla quarta di copertina:
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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Descrizione libro Condizione libro: New. US Edition Book In Mint condition. Shipping with Trackable Method. Codice libro della libreria 0814416179-TOS
Descrizione libro AMACOM, 2011. Hardcover. Condizione libro: New. book. Codice libro della libreria 0814416179
Descrizione libro AMACOM, 2011. Hardcover. Condizione libro: New. Eighth Edition. Codice libro della libreria DADAX0814416179
Descrizione libro AMACOM, 2011. Hardcover. Condizione libro: New. Codice libro della libreria P110814416179
Descrizione libro Condizione libro: Brand New. Book Condition: Brand New. Codice libro della libreria 97808144161741.0