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Consultative Selling: The Hanan Formula For Highmargin Sales At High Levels,Used
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When you help your customers and clients make profitable business decisions, the result is a winwin solution that can lead to a mutually beneficial longterm 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 levelone that involves you exchanging your salesperson hat for that of a trusted consultant. Youll learn how to: create a twotiered 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 withand reversethe 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, outcomebased branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wideranging successmaking the competition irrelevant.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.