Chapter 8: Consultative Proposing Strategies - How to Quantify PIP Solutions


Overview

Customer profit improvement begins with knowledge of how customers make the profits that you are going to improve: how they make their money right now. This is the starting point for Consultative Selling. Unless Consultative Selling strategies can improve the profits a customer can make, the customer will not be a prospect for high-margin sales.

A customer makes money based on five principles:

  1. Circulating capital

  2. Turnover

  3. Contribution margin

  4. Return on investment (ROI)

  5. Payback




Consultative Selling(c) The Hanan Formula for High-Margin Sales at High Levels
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
ISBN: 081447215X
EAN: 2147483647
Year: 2003
Pages: 105
Authors: Mack Hanan

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