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.