{"product_id":"consultative-selling-the-hanan-formula-for-high-margin-sales-at-high-levels-9780814437506","title":"Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels","description":"\u003cp\u003e\u003cstrong\u003eWhen 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.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eConsultative Selling\u003c\/em\u003e, 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: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003ecreate a two-tiered sales model to separate consultative sales from commodity sales;\u003c\/li\u003e\n\u003cli\u003ebuild and use consultative databases for value propositions and proof of performance;\u003c\/li\u003e\n\u003cli\u003estudy your customers' cash flows to win proposals;\u003c\/li\u003e\n\u003cli\u003euse consultative selling strategies on the web;\u003c\/li\u003e\n\u003cli\u003eand cope with--and reverse--the inevitable \"no.\"\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eFor over four decades, \u003cem\u003eConsultative Selling\u003c\/em\u003e has empowered countless sales professionals to reap maximum success.\u003c\/p\u003e\u003cp\u003eNow, 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003eMACK HANAN is an international consultant, trainer, and lecturer on accelerated business growth.\u003cbr\u003e","brand":"Amacom","offers":[{"title":"Default Title","offer_id":50523807154450,"sku":"9780814437506","price":16.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_22c2b844-24d8-4f6b-becb-f183264c6ff6.jpg?v=1731169217","url":"https:\/\/surprise-castle.myshopify.com\/products\/consultative-selling-the-hanan-formula-for-high-margin-sales-at-high-levels-9780814437506","provider":"Surprise Castle","version":"1.0","type":"link"}