Consultative Selling PDF
By:Mack HANAN
Published on 2011-03-15 by AMACOM
“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine 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 relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless 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: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” 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’ competition—and your own rivals—irrelevant.
This Book was ranked at 18 by Google Books for keyword relationship approach.
Book ID of Consultative Selling's Books is -xLbM04Nrs0C, Book which was written byMack HANANhave ETAG "F2XNA/vO2SI"
Book which was published by AMACOM since 2011-03-15 have ISBNs, ISBN 13 Code is 9780814416181 and ISBN 10 Code is 0814416187
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Book which have "256 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
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