Consultative Selling TM: The Hanan Formula Fro High-Margin Sales at High Levels (Hanan Mack)(Paperback)

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
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