- Hardcover: 256 pages
- Publisher: AMACOM; 7th edition (December 10, 2003)
- Language: English
- ISBN-10: 081447215X
- ISBN-13: 978-0814472156
- Product Dimensions: 8.8 x 7 x 1 inches
- Shipping Weight: 1.1 pounds
- Average Customer Review: 17 customer reviews
- Amazon Best Sellers Rank: #2,982,803 in Books (See Top 100 in Books)
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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels Hardcover – December 10, 2003
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"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"
"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."