{"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":"When 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. In his widely received guide, Mack Hanan helps readers 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 create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers' cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable \"no.\"For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Amacom\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/15\/2011\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780814437506\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 258\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.84lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.58d","brand":"Mack Hanan","offers":[{"title":"Default Title","offer_id":36644572528796,"sku":"9780814437506","price":19.54,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_b30842bd-c0e8-4664-a638-2175e192e634.jpg?v=1603858941","url":"https:\/\/pastforward.org\/products\/consultative-selling-the-hanan-formula-for-high-margin-sales-at-high-levels-9780814437506","provider":"Past Forward","version":"1.0","type":"link"}