Consultative Selling Download Ebook PDF Epub Online

Author : Mack Hanan
Publisher : Amacom
Release : 2011-03
Page : 258
Category : Business & Economics
ISBN 13 : 9780814437506
Description :


If you're tired of taking an outsider's approach to the sales process--trying to get past gatekeepers who look at purchasing decisions on a case-by-case basis, simplistically judging your products' or services' value and comparing them to your competitors'--it's time to change your mindset. "Consultative Selling" shows you how to move beyond looking at yourself as a vendor and instead partner with your clients, helping them to make profit-improving business decisions validated by their return on investment. Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques as well as the methods that have transformed countless other salespeoples' careers since the book's original publication. 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 classic guide gets you past the gatekeepers, enabling you to reap the rewards of long-term, increasingly profitable business relationships. Praise for Previous Editions of "Consultative Selling": "A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen -- really listen." -- Selling Magazine "An all-time favorite of salespeople everywhere. Buy this book."-- Paul Tulenko, syndicated columnist "A groundbreaking book." -- Sales and Marketing Strategies & News "Everything is aimed at showing customers how a transaction with you will either reduce their costs or increase their revenues. Hanan gives detailed examples of his profit improvement plans and how the most mundane product or service can be proposed as a profit-making investment for a customer."-- Kevin Pierce, Fort Myers News-Press "Hanan offers the same in-depth, easy-to-follow plan that has made "Consultative Selling" the classic in its field. 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


Author : Mack HANAN
Publisher : AMACOM
Release : 2011-03-15
Page : 256
Category : Business & Economics
ISBN 13 : 0814416187
Description :


“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.


Author : Mack HANAN
Publisher : AMACOM Div American Mgmt Assn
Release : 2011-03-15
Page : 256
Category : Business & Economics
ISBN 13 : 0814416179
Description :


ôA major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenùreally listen.ö û Selling MagazineDo you sell products or services? It doesn't matter: What you're really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan's Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themùand youùto the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales ò Building and using consultative databases for value propositions and proof of performance ò Studying your customers' cash flows to win proposals ò Using consultative selling strategies on the Web ò Coping withùand reversingùthe inevitable ônoö Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers' competitionùand your own rivalsùirrelevant.


Author : Mack Hanan
Publisher : AMACOM Div American Mgmt Assn
Release : 1993
Page :
Category : Selling
ISBN 13 : 9780814416273
Description :


Discusses Consultative Selling techniques and introduces how to develop sales-producing Profit Improvement Proposals (PIP).


Author : Mack Hanan
Publisher : AMACOM/American Management Association
Release : 1999
Page : 230
Category : Selling
ISBN 13 : 9780814405031
Description :


There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle. Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors.


Author : Richard White
Jean Boles
Publisher : CreateSpace
Release : 2014-03-23
Page : 160
Category : Business & Economics
ISBN 13 : 9781496139887
Description :


Learn how to sell without being pushy. This book will enable you to develop the mindset that is key to being effective at sales, without abandoning your integrity or your status as a trusted adviser. You will gain insights and easy to implement strategies that will help you win more profitable clients, increase income from existing clients, and feel comfortable with selling. Many professionals see sales as a dirty word, and yet to achieve higher levels of financial success and career progression in the world of professional services, you need to be able to find profitable work for both yourself and your associates. Richard White, founder of TheAccidentalSalesman.com, brings you the essence of 17 years of research and experience experience that enabled him to build powerful and loyal clients for the IT consulting firm he worked with. Richard has trained and mentored thousands of trusted advisers to be more effective at selling professional services and to enjoy the process! Today he supports the sales growth of clients ranging from small businesses to blue chip organisations.


Author : Venkatesh Upadrista
Publisher : CRC Press
Release : 2015-01-27
Page : 167
Category : Business & Economics
ISBN 13 : 1498707726
Description :


If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable. In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer’s current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals. The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer.


Author : Richard Grehalva
Publisher : P2P People to People Communications
Release :
Page :
Category : Religion
ISBN 13 : 097638180X
Description :


What does it mean to be a man?-Difficult question to answer isn't it? This is my story and my experiences as I was looking for answers to this question. Some men will face a crossroad and get stuck. Some men will continue on the same path that they have always traveled. A few men will get to a place, where it has gotten bad enough, to want to walk down a different road. My reason for writing this book is to discuss the following: What are these crossroads? What are the signs? What are the steps to follow a different road? All I can do is share what I experienced, and what works and what does not work. I also have the teachings I learned from hundreds of men that I have been blessed to be with and work with over these years. I share with you what the Elders taught me and what I have learned from over 20 years of leading men's retreats all over the United States. Along the way, I will pass on some of my dad, Greywolf's teachings. I'm not a therapist, physiologist, pastor, social worker or part of the healthcare community. What I am, is a man who heard his wake up call. And with the help of a group of men began a new journey into becoming a different man. Part of my call was to become a men's retreat leader author, speaker, teacher, facilitator and coach. After many years of doing my own work and leading men's retreats, I discovered there are 7 crossroads a man will face in his life. I do not claim to have all the answers because I cannot provide them.


Author : Brian Taylor
Publisher : Plural Publishing
Release : 2011-11-30
Page : 256
Category : Medical
ISBN 13 : 1597566942
Description :



Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Page : 256
Category : Business & Economics
ISBN 13 : 1000154572
Description :


True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.


Author : Paul Wagner
John C. Crotts
Publisher : Rowman & Littlefield
Release : 2019-06-15
Page : 208
Category : Business & Economics
ISBN 13 : 1538117320
Description :


Focusing on personal wine-selling skills, this practical guide explains every element of consultative wine sales, from understanding the market and the customer to providing excellent customer service. Based on six decades of combined experience, this manual will be invaluable for all those seeking to start or enhance a career in wine sales.


Author : Mike Schultz
John E. Doerr
Publisher : John Wiley & Sons
Release : 2014-04-30
Page : 256
Category : Business & Economics
ISBN 13 : 1118875060
Description :


What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers. In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people. Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insights,and working with buyers as a team. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.


Author : Frank Bettger
Publisher : Simon and Schuster
Release : 2009-11-24
Page : 192
Category : Business & Economics
ISBN 13 : 1439188637
Description :


A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale


Author : Bryce Webster
Publisher : Prentice Hall Press
Release : 1987
Page : 200
Category : Business & Economics
ISBN 13 : 9780136862703
Description :


Here's a step-by-step guide to consultative selling - a powerful new sales technique that can help you achieve greater success as a sales professional. Consultative selling is based on a partnership principle where you consult with your customer to help identify problems that your company's product or service can solve. This guide gives you crystal-clear instructions on how to put this powerful sales concept to work so you can earn greater recognition and reward.


Author : Dave Kurlan
Publisher : Dave Kurlan
Release : 2005-11-01
Page : 232
Category : Business & Economics
ISBN 13 : 1420895672
Description :


Journeys of the World is proud to present its collection of beautiful Travel Photography books, with its first publication: "Journeys of Cinque Terre". This book features a wide variety of photography from all 5 villages, which make up this world renowned and protected area in North Western Italy (Cinque Terre). Regardless of how many countries you plan on visiting or have visited, it's very likely that you will encounter the vast majority of what is featured in our publication when visiting Cinque Terre. In Journeys of Cinque Terre, the photos were taken on the spot, with no prior arrangements and on the "go". Unlike many other publications, we don't stage or make prior arrangements for our photography. Our product also contains over 90% of photography. This is truly what makes this an exciting item. Journeys of Cinque Terre, along with all other products to come out, has been set up to promote the beauty of its chosen location. This item wants to promote the visual history of Cinque Terre, for both Esthetic and Educational purposes. We guarantee that our publication will satisfy any of your curiosities, through the magic of our lenses. For more info, also check out www.journeysoftheworld.com


Author : G.A. Bartick
Paul Bartick
Publisher : John Wiley & Sons
Release : 2008-10-27
Page : 304
Category : Business & Economics
ISBN 13 : 9780470373002
Description :


For years, G.A. Bartick struggled to build a career in sales,but just couldn't get ahead. He had the enthusiasm, the attitude,and the work ethic, but he didn't know what he didn't know. And itwas what he didn't know that doomed him to failure. He didn't knowthe six secrets of sales success that all great sales professionalsuse to build trusting relationships with their prospects andclients. Once he discovered those six secrets, his career took offand he never looked back. Based on years of extensive research, Bartick's own salesexperience, and interviews with thousands of top sales performersin a variety of industries, Silver Bullet Selling reveals thesecrets all great sales professionals have in common. Moreimportantly, this book packages those secrets in a simple, six-stepprocess that gets real results. Because it's not just what you sayto prospects that determines your long-term success; it's how youmanage and execute your sales process that really matters. Silver Bullet Selling shows you how to take the normalconsultative selling theory and apply it to every interaction soyou can close more sales. Rather than just explaining sales theory,this book shows you how to apply it consistently, effectively, andprofitably on your very next sales call. You'll learn tocommunicate better with your prospects, differentiate yourself fromthe competition, build value for your product in the mind of thebuyer, and close more sales than ever before. If the size of your paycheck depends on commissions, you can'tjust wing it and expect to win. You need this consistent, effectivesales process that puts you in position to make the sale everytime. Selling is hard, and there's no single silver bullet thatwill close every sale for you. But if you put in the effort andfollow the steps in Silver Bullet Selling's repeatable process,you'll have not one, but six rounds in your sales arsenal, andyou'll get the results you want. Start reading—and fire awayat the competition.


Author : Brent Adamson
Matthew Dixon
Publisher : Portfolio
Release : 2015
Page : 268
Category : Business & Economics
ISBN 13 : 1591848156
Description :


Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don't: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to get an individual stakeholder to agree to a solution. More often it's that the stakeholders inside the company can't even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.


Author : Dan Duffy
Publisher : Createspace Independent Publishing Platform
Release : 2017-05-17
Page : 92
Category :
ISBN 13 : 9781546763680
Description :


This consultative selling sales development workbook contains eight modules and seven building blocks for sales success. Participants will learn about these concepts and develop skills to contribute to their effectiveness as a sales professional.


Author : Matthew Dixon
Brent Adamson
Publisher : Penguin
Release : 2011-11-10
Page : 240
Category : Business & Economics
ISBN 13 : 1101545895
Description :


What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.


Author : Mack HANAN
Publisher :
Release : 2011
Page : 256
Category : Electronic commerce
ISBN 13 :
Description :


"A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen-really listen."--Selling Magazine Do you sell products or services? It doesn't matter: What you're really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan's Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them-and you-to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales - Building and using consultative databases for value propositions and proof of performance - Studying your customers' cash flows to win proposals - Using consultative selling strategies on the Web - Coping with-and reversing-the inevitable "no" Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers' competition-and your own rivals-irrelevant.