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Business/Investing Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels

Posted on 2010-03-15

Name:	Business/Investing Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels
ASIN/ISBN:	0814405037
Language:	English
File size:	2.2 Mb
Publisher:	American Management Association
Publish Date:	1999-05-01
ISBN:	0814405037
Pages:	230
File Type:	PDF
File Size:	2.2 MB

Business/Investing Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels

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Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels

This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:

* make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter * break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions * apply Consultative Selling strategies to government sales (where profits are irrelevant and there will always be a lower-price bidder) * involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

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