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
EAN: 2147483647
Year: 2003
Pages: 105
Pages: 105
Authors: Mack Hanan
- 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
EAN: 2147483647
Year: 2003
Pages: 105
Pages: 105
Authors: Mack Hanan
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