Access Consultative Selling: The Hanan Formula For High-Margin Sales At High Levels Originated By James J. Cribbin Accessible As Mobi
Uma venda consultiva se destaca em relação a concorrência e as outras proposta informando o impacto que o produto/serviço irá trazer nos negócios do potencial cliente através dequestões: Quanto, Quando e Como atende as necessidades dos clientes.
Somente tentar informar os diferenciais ou bater em preço é vender, considerar o quanto o cliente irá ganhar com o produto/serviço é agregar valor.
Esta visão do Mack Hanan mudou nossa visão na www, konrad. com. br sobre as propostas e sobre a concorrência, Absolutely Amazing, most important sales book ever written, A classic in its day, now superseded but still serviceable, Arrived as described and on time I have been looking for the right language to talk about my services and by learning The Hanan Formula I feel much better equipment to speak about my services as a consultant, where previously I spoke and sounded like a Vendor.
I recommend this book for coaches and consultants who are specialising in emotional intelligence, sales trainings and business model innovation.
valoro positivamente las ideas, considero que se reiteran una y otra vez, Metodología y conceptos concretos, es de aplicación real y concreta,
Do you sell products or services It doesn't matter: What you're really selling is customer profit, You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long term business relationship.
Foryears, Mack Hanan's 'Consultative Selling' has empowered countless sales
professionals to reap maximum success, and the Eighth Edition is here to take them and you to the next level, with brand new sections on: Creating a two tiered sales model to separate consultative sales from commodity sales Building and using consultative databases for value propositions and proof of performance Studying your customers' cash flows to win proposals Using consultative selling strategies on the Web Coping with and reversing the inevitable"no" 'Consultative Selling' is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome based branding approaches, and powerful consulting tactics that will make your customers' competition and your own rivals irrelevant.