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Consultative Selling: 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
BUY ON AMAZON
Table of Contents
BackCover
Consultative Selling - The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition
A Personal Note From the Author
Preface
Introduction: The Consultative Selling Mission
Selecting Consultative Choices
Making the Three Conversions
Applying the Consultative Selling Process
Condensing the Sales Cycle
Making Yourself the Number-One Asset
Part I: Positioning and Partnering to Propose High-Margin Value Propositions
Chapter 1: Consultative Positioning Strategies - How to Become Consultative
Selling Return on Investment
Talking Money
Moving the Deltas
Norming Your Value
Chapter 2: Consultative Positioning Strategies - How to Penetrate High Levels
Allying Box Two
Empowering Box Two with Added Value
Positioning as the Mixmaster
Competing against a Customer s Competition
Zeroing in on Consultative Targets
Chapter 3: Consultative Positioning Strategies - How to Merit High Margins
Value-Basing Customer Investment
Generating Profit Improvement Proposals
Positioning Profit Improvement
Positioning Profit Projects
Positioning Product Businesses as Services
Chapter 4: Consultative Partnering Strategies - How to Set Partnerable Objectives
Choosing Partnerable Customers
Cycling Continuous Improvement
Pressurizing the Partnering Prerogative
Satisfying Risk Aversion
Chapter 5: Consultative Partnering Strategies - How to Agree on Partnerable Strategies
Making Mutually Profitable Alliances
Agreeing Through Negotiation
Separating Partners From Nonpartners
Improving the Odds on One and it s Done
Chapter 6: Consultative Partnering Strategies - How to Ensure Partnerable Rewards
Partnering on Common Denominators
Predicting Partnerability
Obsessing on Control
Part II: Proposing Continuous Business Improvement Through Fast-Closing Profit Projects
Chapter 7: Consultative Proposing Strategies - How to Qualify Customer Problems
Developing Business Operations Profiles
Databasing From Customer Sources
Proposing the Power of One
Getting to PIP
PIPping in the Red Zone
Lead Targeting with KPI Norms
Observing Yellow Flags
Chapter 8: Consultative Proposing Strategies - How to Quantify PIP Solutions
Applying the Circulating Capital Principle
Applying the Turnover Principle
Applying the Contribution Margin Principle
Applying ROI and Payback Principles
Comanaging a Customer s Assets
Guaranteeing Results and Gainsharing Rewards
Applying Your Intellectual Capital
Specifying Instead of Being Specified
Migrating Initial Sales
Chapter 9: Consultative Proposing Strategies - How to Sell the Customer s Return
Developing Your What-Ifability
PIPping a PIP a Minute
PIPping to Outsourcers and OEMs
Relating High Margins to High Values
Planning Fast Penetration
Appendix A: How Customer Managers Budget Capital Expenditures
Comparing Costs and Benefits
Determining Present Value
Calculating Rate of Return
Using Cost-of-Capital Guidelines
Evaluating Profit Projects
Appendix B: How Customer Managers Make Lease-vs.-Buy Decisions
Analyzing Cash Flows
Considering Taxes
Protecting the Business Relationship
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_J
Index_K
Index_L
Index_M
Index_N
Index_O
Index_P
Index_R
Index_S
Index_T
Index_U
Index_V
Index_W
Index_X
Index_Y
Index_Z
List of Figures
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
ISBN: 081447215X
EAN: 2147483647
Year: 2003
Pages: 105
Authors:
Mack Hanan
BUY ON AMAZON
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Ruby Cookbook (Cookbooks (OReilly))
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Summary
Testing for Correctness
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