Consultative Selling - 8th Edition by Mack Hanan (Paperback)

About the Book

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.

Book Synopsis

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.

From the Back Cover

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

About the Author

MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.