List of Figures
Table of content
Figure P-1: Before/after norms for Consultative Selling.
Figure P-2: Advance of Consultative Selling.
Introduction: The Consultative Selling Mission
Figure I-1: Consultative Selling versus vending.
Figure I-2: Consultative Selling work flow.
Figure I-3: Vendor sales cycle.
Figure I-4: Vendor sales cycle costs.
Chapter 1: Consultative Positioning Strategies—How to Become Consultative
Figure 1-1: Norm matrix.
Figure 1-2: Norms on a card.
Chapter 2: Consultative Positioning Strategies—How to Penetrate High Levels
Figure 2-1: Consultant's Credo.
Figure 2-2: Customer-manager hierarchy.
Figure 2-3: Robotics cost checklist.
Chapter 3: Consultative Positioning Strategies—How to Merit High Margins
Figure 3-1: Cost-benefit work flow.
Figure 3-2: Glossary of cost-benefit guidelines.
Chapter 5: Consultative Partnering Strategies—How to Agree on Partnerable Strategies
Figure 5-1: High-partnering decision makers.
Figure 5-2: Low-partnering decision makers.
Chapter 6: Consultative Partnering Strategies—How to Ensure Partnerable Rewards
Figure 6-1: Supplier profit-improvement team.
Figure 6-2: Client profit-improvement team.
Figure 6-3: Client need set.
Figure 6-4: Consultant need set.
Chapter 7: Consultative Proposing Strategies—How to Qualify Customer Problems
Figure 7-1: Supermarket chain work flow.
Figure 7-2: Aerospace manufacturing work flow.
Figure 7-3: Public information sources.
Figure 7-4: Revenue expansion opportunities.
Figure 7-5: Cost reduction opportunities.
Chapter 8: Consultative Proposing Strategies—How to Quantify PIP Solutions
Figure 8-1: Profitmaking capital circulation.
Figure 8-2: Profitmaking turnover.
Figure 8-3: Analysis of profit contribution by product line ($000).
Figure 8-4: Return-on-investment formulas.
Figure 8-5: Inventory turnover analysis.
Chapter 9: Consultative Proposing Strategies—How to Sell the Customer's Return
Figure 9-1: PIPWARE cost-benefit analysis.
Figure 9-2: PIPWARE what-if? options.
Figure 9-3: What-iffing a $250,000 price point.
Figure 9-4: What-iffing a $1 million price point.
Appendix A: How Customer Managers Budget Capital Expenditures
Figure A-1: Present value of $1 at 10 percent.
Figure A-2: Arithmetic of determining net present value (NPV).
Figure A-3: Arithmetic of determining DCF rate of return.
Figure A-4: Comparison of NPV using 10 percent and 25 percent discount factors.
Figure A-5: Aftertax dollar income on investment of $100.
Figure A-6: Aftertax rate of return on investment of $100.
Figure A-7: Master project.
Figure A-8: Profitability index.
Appendix B: How Customer Managers Make Lease-vs.-Buy Decisions
Figure B-1: Leasing advantages and disadvantages.
Figure B-2: Buying vs. leasing— a comparison of cash flows.
Table of content
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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