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This Book is in Good Condition. Clean Copy With Light Amount of Wear. 100% Guaranteed. Summary: "Preface to the Seventh Edition Introduction: The Consultative Selling Mission Part I: Positioning & Partnering For High-Margin Value Propositions 1. How to Become Consultative 2. How to Penetrate High Levels 3. How to Merit High Margins 4. How to Set Partnerable Objectives 5. How to Agree on Partnerable Strategies 6. How to Ensure Partnerable Rewards Part II: Proposing Continuous Business Improvement Through Fast-Closing Profit Projects 7. How to Qualify Customer Problems 8. How to Quantify Your Solution 9. 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". Buchnummer des Verkäufers

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Inhaltsangabe: Over 100,000 copies sold! Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients' businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter. 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, including: * outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

Book Description:

"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.

Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies--including IBM, Hewlett-Packard, American Airlines, and Motorola--Consultative Selling™ shows you how to develop long-term, continuing relationships with customer operating buyers, instead of just vending to purchasers. 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™ still gives you Mack Hanan’s proven techniques to help you:

Close major sales fast by avoiding traditional price negotiation

Maintain high customer satisfaction by generating greater returns on their investments

Control the costs of sales by condensing the selling cycle

Identify key information sources for lead targeting

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.

Over 100,000 copies sold!

Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients’ businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter.

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, including:

* outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more

The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

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Verlag: AMACOM (2003)
ISBN 10: 0814414699 ISBN 13: 9780814414699
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Buchbeschreibung AMACOM, 2003. Paperback. Buchzustand: Acceptable. May contain light to heavy markings, water damage, binding damage, missing CDs/supplemental materials, and heavy wear and tear. Contains all pages. International Customers: Items over 3 lbs may incur additional shipping charges. Buchnummer des Verkäufers mon0000788709

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Buchbeschreibung AMACOM. PAPERBACK. Buchzustand: Good. 0814414699 good condition, pages are clean and free of markings, light wear to corners and edges, ships same day or next. Buchnummer des Verkäufers 211000297

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Buchbeschreibung Amacom. Paperback. Buchzustand: As New. This copy appears to be in nearly new condition. Buchnummer des Verkäufers G0814414699I2N00

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Buchbeschreibung AMACOM. Paperback. Buchzustand: VERY GOOD. little to no wear, pages are clean. The cover and binding are crisp with next no creases. Buchnummer des Verkäufers 2750962560

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Buchbeschreibung Buchzustand: Good. Book Condition: Good. Buchnummer des Verkäufers 97808144146994.0

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Buchbeschreibung AMACOM, 2003. Paperback. Buchzustand: Used: Acceptable. Buchnummer des Verkäufers SONG0814414699

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Buchbeschreibung Buchzustand: Very Good. Book Condition: Very Good. Buchnummer des Verkäufers 97808144146993.0

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Buchbeschreibung AMACOM, 2003. Paperback. Buchzustand: Very Good. Buchnummer des Verkäufers P020814414699

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Buchbeschreibung AMACOM. PAPERBACK. Buchzustand: Fine. 0814414699 Like New Condition. Buchnummer des Verkäufers LN6.0495357

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Buchbeschreibung AMACOM, 2003. Paperback. Buchzustand: Like New. Buchnummer des Verkäufers P010814414699

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