Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition
by Mack Hanan
ISBN:081447215x
AMACOM © 2004 (250 pages)
Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling.

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Table of Contents


Consultative Selling—The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition


A Personal Note From the Author


Preface


Introduction - The Consultative Selling Mission

Part I - Positioning and Partnering to Propose High-Margin Value Propositions

Chapter 1 - Consultative Positioning Strategies—How to Become Consultative

Chapter 2 - Consultative Positioning Strategies—How to Penetrate High Levels

Chapter 3 - Consultative Positioning Strategies—How to Merit High Margins

Chapter 4 - Consultative Partnering Strategies—How to Set Partnerable Objectives

Chapter 5 - Consultative Partnering Strategies—How to Agree on Partnerable Strategies

Chapter 6 - Consultative Partnering Strategies—How to Ensure Partnerable Rewards

Part II - Proposing Continuous Business Improvement Through Fast-Closing Profit Projects

Chapter 7 - Consultative Proposing Strategies—How to Qualify Customer Problems

Chapter 8 - Consultative Proposing Strategies—How to Quantify PIP Solutions

Chapter 9 - Consultative Proposing Strategies—How to Sell the Customer's Return

Appendix A - How Customer Managers Budget Capital Expenditures

Appendix B - How Customer Managers Make Lease-vs.-Buy Decisions

Index


List of Figures