Last edited by Vudonris
Tuesday, July 28, 2020 | History

5 edition of Consultative selling found in the catalog.

Consultative selling

by Mack Hanan

  • 1 Want to read
  • 8 Currently reading

Published by AMACOM in New York .
Written in English

    Subjects:
  • Selling.,
  • Selling -- Key accounts.

  • Edition Notes

    Includes bibliographical references and index.

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

      This is a recording of our webinar that we hosted titled "What is Consultative Selling and How to be a Consultative Salesperson". What is Consultative Selling and How to be a Consultative. I try to read at least one book every two or three days, and the majority of my reading revolves around business, self-improvement, sales, and marketing. Financial advisors always ask me what I think are the best books for them, and sometimes I can’t seem to list enough books for them.

      The idea behind consultative selling is simple. Rather than acting like a salesperson (i.e. making sales pitches), you strive to become the customer's "trusted adviser," just like a management. Consultative Selling Resources: Books and Digital Courses To further your knowledge on the methodology, there are plenty of incredible online resources and books at your disposal. Use all the tools you can to brush up on the consultative selling process.

    Get this from a library! Consultative selling. [Mack Hanan] -- When Mack Hanan invented Consultative Selling in , selling changed forever. In its first quarter of a century, Mack Hanan's Consultative Selling strategies have empowered its practitioners to. Richard is a recognized expert in his field and Unleashing the Power of Consultative Selling is a required textbook as part of the International Project Management course offered by Groupe ESC Clermont an elite Graduate School of Management. His book is also used by as the source to explain consultative selling.


Share this book
You might also like
2000 Import and Export Market for Cork and Wood Manufactures Excluding Furniture in South Africa

2000 Import and Export Market for Cork and Wood Manufactures Excluding Furniture in South Africa

China will overtake Britain.

China will overtake Britain.

Ramon Llull, Liber alquindi and Liber telif.

Ramon Llull, Liber alquindi and Liber telif.

The possibility & necessity of the inward and immediate revelation of the spirit of God, towards the foundation and ground of true faith, proved, in a letter writ in Latin to the Heer Paets; and now also put into English. By Robert Barclay

The possibility & necessity of the inward and immediate revelation of the spirit of God, towards the foundation and ground of true faith, proved, in a letter writ in Latin to the Heer Paets; and now also put into English. By Robert Barclay

The Millerites and early Adventists

The Millerites and early Adventists

Cold light of day

Cold light of day

Kashmir, from crises to crises

Kashmir, from crises to crises

The joy of mixology

The joy of mixology

Heritage of Fayette County, Iowa, 1996.

Heritage of Fayette County, Iowa, 1996.

Quantitative Analysis of the Herkimer Formation (Upper Silurian) in the Subsurface of Central New York State.

Quantitative Analysis of the Herkimer Formation (Upper Silurian) in the Subsurface of Central New York State.

Modeled Detection and Recognition Range for a Polarization Filtered FLIR Sensor

Modeled Detection and Recognition Range for a Polarization Filtered FLIR Sensor

Chesters Way

Chesters Way

2G

2G

Earth Air And Water

Earth Air And Water

Veto of H.R. 6198

Veto of H.R. 6198

Kings daughters

Kings daughters

grave

grave

Politics and the new orders in France, 1584-1626

Politics and the new orders in France, 1584-1626

Preliminary park, recreation & open space plan, City of Bellingham.

Preliminary park, recreation & open space plan, City of Bellingham.

Consultative selling by Mack Hanan Download PDF EPUB FB2

"Consultative Selling" is an overused term often oversimplified without truly knowing what it is. This workbook covered all the fundamentals in a comprehensive way in a format that enables you to form and document your thoughts and conclusions to be actually used in the real world.3/5(2).

Consultative Selling and millions of other books are available for Amazon Kindle. Enter your mobile number or email address below and we'll send you a link to download the free Kindle App.

Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required/5(29). 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.

SinceConsultative 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 Consultative selling book 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.

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. Consultative Selling is a style and strategy as a successful salesperson, you must know the science of selling. This process assumes you have that knowledge. The Consultative Selling approach will strengthen and enhance your selling technique.

Here are the basic elements of Consultative Selling 1. Positive attitude: The first rule of. 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.

Everything you will need to know about changing your sales relationship from vendor/customer to consultant/client is explained precisely. Hanan literally wrote the book on the subject" — Sales Doctors Magazine "Consultative Selling provides the sales representative with the ultimate product to sell — customer profit.1/5(1).

Consultative selling is a more complex, long-term process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of the customer’s business Author: John Tabita.

Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, Edition 8 - Ebook written by Mack HANAN. Read this book using Google Play Books app on your PC, android, iOS devices. Download for offline reading, highlight, bookmark or take notes while you read Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, Edition : Mack HANAN.

The Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition by Mack Hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. I read the book and I found that it very helpful and useful for sales representatives.

The consultative sales process is most especially not about you. Sometimes this is also referred to as solution-based selling. Solution selling is a sales methodology.

Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services).Interested in Consultative Selling by Mack Hanan? Discover similar books recommended by the world's most successful people in   Developed in the s, consultative selling really came into its own in the s and is still popular today.

In consultative selling, the salesperson acts as an adviser (or consultant) by collecting information on a prospect's needs and then presenting him with a solution.