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Consultative selling

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Published by AMACOM in New York .
Written in English


  • Selling.,
  • Selling -- Key accounts.

Book details:

Edition Notes

Includes bibliographical references and index.

StatementMack Hanan.
LC ClassificationsHF5438.25 .H345 1995
The Physical Object
Paginationxxi, 243 p. :
Number of Pages243
ID Numbers
Open LibraryOL786195M
ISBN 100814403034
LC Control Number95018430

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Books shelved as consultative-selling: Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy by Ron Willingham, Authenticity: Th.   For more than two decades, Consultative Selling has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations - and take your own career to a new level/5(9).   Consultative Selling is selling at high margins so that you can share in the profits that you improve. High margins to high-level decision makers: This is the essence of Consultative Selling. Since , Consultative Selling has revolutionized key account sales. It has helped customer businesses grow and supplier businesses achieve new earnings Brand: AMACOM. Discusses Consultative Selling techniques and introduces how to develop sales-producing Profit Improvement Proposals (PIP). Preview this book» What people are saying - Write a review5/5(1).

It was first floated as a sales technique during the s in Mack Hanan’s book “ Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels ” and slowly gained traction in the sales industry. However, consultative selling was considered to be a long, drawn-out process, rather than a way to build strategic relationships.   The term 'consultative selling' first appeared in the s book "Consultative Selling" by Mack Hanan. It explores a selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs. The salesperson, in turn, uses that information to select the best possible product (or service) to meet a need. Consultative selling is non-manipulative selling. It is based on a sincere desire to build a creative climate between "buyer" and "seller", using a new “paradigm”. It requires a balance between the needs and goals of both (or all) parties, and "slick" selling techniques are not Size: KB. 1. Consultative Selling, Sales Training and Sales Management Training Books, eBooks, CDs, MP3s. How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling. SYNCHRONIZED books to help you build and manage top-performing sales teams and help your salespeople achieve top sales performance. CD and MP3 Audio Books.

In this sales book, Weinberg distills decades of experience into no-B.S. breakdowns of the most common issues with sales leadership, and offer surprisingly simple fixes. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers — and showing you how to transform your org. Consultative Selling (by Mack Hanan) Mack’s recipe works as promised. But it isn’t easy for salespeople to execute. Consultative selling doesn’t mean what most people think it means. Consultative Selling became mainstream and served sales forces well for several decades. The unprecedented velocity of change in client needs, markets, and technology, specifically the internet, over the past few years has changed the face of selling and disrupted many of the tried and true sales . “Selling the way your customer wants to buy Not the way you like to sell”is what you will discover in this breakthrough book. Consultative selling made its appearance in the ’s and, since then, has gained popularity in just about every industry and service. It has become the de facto way we sell in File Size: KB.