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

by Mack Hanan

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 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 * 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.

256 pages, Hardcover

First published May 1, 1999

About the author

MACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.