BackCover

Back Cover

It’s the classic sales book that has boosted profits—for salespeople and for their customers—for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client’s business grow. New topics include how to:

• make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter
• break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions
• apply Consultative Selling strategies to government sales (where profits are irrelevant and there’ll always be a lower-price bidder)
• involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

About the Author

Mack Hanan is a renowned consultant and the best-selling author of numerous AMACOM books, including Key Account Selling, Sales Shock, Competing on Value, and Tomorrow’s Competition.