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

Hanan, an international business consultant and trainer, gives his own sales formula, which concentrates on customer profits. He claims that consultative selling works equally well in the public and private sectors. This eighth edition presents a two-tiered model to separate consultative sales from commodity sales, and contains new material on studying customers' cash flows and using consultative sales techniques on the web. This edition calls attention to the fact that, without a guarantee of their payback and a preview of their payout, customer discretionary investments will be smaller, slower, and fewer. Part 1 covers positioning and partnering for high-margin value propositions and how to manage cash flow opportunities; subsections are devoted to consultative positioning and partnering strategies. Part 2 concentrates on continuous business improvement through fast-closing profit projects and shows how to realize customer performance objectives; this sections is devoted to consultative proposing strategies. Annotation 穢2011 Book News, Inc., Portland, OR (booknews.com)