Customer Reviews

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

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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.

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.

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.

This book can be considered a bible for consultative selling. If you want to understand and implement the best sales approach in the world you really need to read this book.

Very useful topic, my industry is going from growth into maturity and the importance of consultative selling is becoming more important everyday.

I found it to be more of a narrative of the coursework rather than a book a sales person or sales manager could learn from by himself.

In brief, this book is about finding the win/win solution. It is the art of exploring, proposing, and delivering something which simultaneously serves the needs of both the customer and salesman. Sounds good in theory, but how well does it work in practice? More importantly, how do you make it work in practice? This book will put Spin Selling into practice and reinforce a salesman consultative skills.

I got this book thinking it would deal with how to sell idea's. It's focus relates is moving from a price based purchaser interface sales model to a function based user sales model.

I like it for the general philosophy, but is was geared more for the sales individual. It also focused too much on other stuff you could get from the author.

Un libro de estas caracteristicas debe ser de constante consulta y lectura de todo vendedor. Servira para confrontar nuevos puntos de vistas, analizar ejemplos, situaciones similares.