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

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By selling improved customer profits, rather than products or services, you'll be a driving force in making your clients more competitive. New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers--even in an uncertain economic climate--and more. In addition to offering new and advanced selling strategies, Consultative Selling TM still gives you Mack Hanan's proven techniques to help you:. Coordinate with value-added resellers who are key players in your go-to-market strategy so you can present a united front to customers.

Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies. Apply consultative selling techniques to any product or service, in any industry--and calculate the value added by your consultative approach. Offering the same great features that have accelerated sales professionals' careers since its original publication, this brand new edition of Consultative Selling gives you the tools you'll need to truly maximize your success.

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Consultative selling : the Hanan formula for high-margin sales at high levels

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