The Consultative Selling

<p><strong>When you help your customers and clients make profitable business decisions the result is a win-win solution that can lead to a mutually beneficial long-term business relationship.</strong></p><p>In <em>Consultative Selling</em> 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: </p><ul><li>create a two-tiered sales model to separate consultative sales from commodity sales;</li><li>build and use consultative databases for value propositions and proof of performance;</li><li>study your customers' cash flows to win proposals;</li><li>use consultative selling strategies on the web;</li><li>and cope with--and reverse--the inevitable no.</li></ul><p>For over four decades <em>Consultative Selling</em> has empowered countless sales professionals to reap maximum success.</p><p>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.</p>