Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels [Hardcover]

Mack Hanan (Author)

Book Description

Publication Date: December 10, 2003

Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, makin

Editorial Reviews

Review

"Paul Tulenko, syndicated columnist: ""This is the seventh edition of an all-time favorite of salespeople everywhere.Buy this book.""

Praise for previous editions of Consultative Selling:

""A groundbreaking book."" -- Sales and Marketing Strategies & News

""A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen -- really listen."" -- Selling Magazine

""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

""Consultative Selling provides the sales representative with the ultimate product to sell -- customer profit. When customer profit becomes the product, then other vendors who offer ‘benefits’ or even ‘solutions’ end up taking the back seat. Consultative Selling defines ‘value-added’ to customer managers . . . end of conversation!"" -- J. Kirk Baugher, Manager, AS/400 Software Channels, IBM

""Consultative Selling has proven to be one of our most valuable sales tools. It has provided us with a common language for executive-level communications with our customers, and clearly focuses on their real issues of financial results. It’s a survival kit for doing business."" -- Ralph L. Genesi, Director, Marketing and Sales Development, Honeywell"

Book Description

"For more than two decades, Consultative Selling™ has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations—and take your own career to a new level.

Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies--including IBM, Hewlett-Packard, American Airlines, and Motorola--Consultative Selling™ shows you how to develop long-term, continuing relationships with customer operating buyers, instead of just vending to purchasers. By selling improved customer profits, rather than products or services, you’ll be a driving force in making your clients more competitive.

New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers—even in an uncertain economic climate—and more. In addition to offering new and advanced selling strategies, Consultative Selling™ still gives you Mack Hanan’s proven techniques to help you:

Close major sales fast by avoiding traditional price negotiation

Maintain high customer satisfaction by generating greater returns on their investments

Control the costs of sales by condensing the selling cycle

Identify key information sources for lead targeting

Coordinate with value-added resellers who are key players in your go-to-market strategy (so you can present a united front to customers)

Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies

Apply consultative selling techniques to any product or service, in any industry—and calculate the value added by your consultative approach

Offering the same great features that have accelerated sales professionals’ careers since its original publication, this brand new edition of Consultative Selling gives you the tools you’ll need to truly maximize your success.

Over 100,000 copies sold!

Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients’ businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter.

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including:

* outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more

The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

See all Editorial Reviews

Product Details

• Reading level: Ages 19 and up
  
• Hardcover: 256 pages
• Publisher: AMACOM; 7th edition (December 10, 2003)
• Language: English
• ISBN-10: 081447215X
• ISBN-13: 978-0814472156
• Product Dimensions: 9.1 x 6.1 x 1.2 inches
• Shipping Weight: 1.1 pounds
• Average Customer Review: 4.1 out of 5 stars  See all reviews (8 customer reviews)
• Amazon Best Sellers Rank: #1,270,274 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

8 of 9 people found the following review helpful:

3.0 out of 5 stars Too Much Repetition, May 24, 2007

By 

Red Pill "Rabbit" (Bellevue, WA USA) - See all my reviews

This review is from: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (Hardcover)

Good information for anybody in sales, and probably worth the price of the book, but I found it to be very repetitive. "Vendors sell like this, but Consultative Sellers sell like that." Then I skipped a few chapters ahead - same thing. I'm an independent consultant who has recently added a couple of product lines, so I'm new to product sales. I personally like Alan Weiss's books, especially Million Dollar Consulting or The Ultimate Consultant, which explains the same philosophy - sell results to the client, not your product - but has more details about how to do it. Save yourself some time and read one of Weiss's books and apply it to your sales.

3 of 3 people found the following review helpful:

5.0 out of 5 stars A classic book for the sales practitioner!, March 14, 2007

By 

David Klepinger (Atlanta Georgia) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (Hardcover)

This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around delivering measurable value to the customer. I highly recommend this to anyone that is looking to get beyond the "mushy" superlatives that salespeople like to throw around. It gives you the formula on how to build a powerful business case and deliver it to the right stakeholder! If you are in the sales game you need to read this book.

5.0 out of 5 stars Value selling for todays' buyer driven world., May 2, 2011

By 

Reg Nordman "(K)nights on the Road" (Vancouver, BC Canada) - See all my reviews
(REAL NAME)   

This review is from: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels (Hardcover)

I first read Mack Hanan many years ago and have used his approach ever since. I was delighted to receive his latest book from Amacom. As part of my ongoing research into value pricing I was interested to see what Mack had to say on this topic. Well it is a lot. This is likely the most complete sales book that is based on value pricing and explains what we call value based selling. He has remained true since 1970 to stating that sales main goal is improving customer profits and margins. So this book is full of great examples and studies of how and where to use value selling. I strongly suggest that if you are serious about being a successful sales person or having an effective sales organization in today's buyer driven world you get and carefully read this latest book by Mack.