Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients' businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter.

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including:

* outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more

The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels.

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All Customer Reviews
Average Customer Review:
0 of 0 people found the following review helpful:

Narrative of the Course Work, 2008-01-28
Very useful topic, my industry is going from growth into maturity and the importance of consultative selling is becoming more important everyday.

I found it to be more of a narrative of the coursework rather than a book a sales person or sales manager could learn from by himself.


0 of 0 people found the following review helpful:

The best source for consultative selling., 2007-07-09
This book can be considered a bible for consultative selling. If you want to understand and implement the best sales approach in the world you really need to read this book.


0 of 0 people found the following review helpful:

Too Much Repetition, 2007-05-24
Good information for anybody in sales, and probably worth the price of the book, but I found it to be very repetitive. "Vendors sell like this, but Consultative Sellers sell like that." Then I skipped a few chapters ahead - same thing. I'm an independent consultant who has recently added a couple of product lines, so I'm new to product sales. I personally like Alan Weiss's books, especially Million Dollar Consulting or The Ultimate Consultant, which explains the same philosophy - sell results to the client, not your product - but has more details about how to do it. Save yourself some time and read one of Weiss's books and apply it to your sales.


1 of 1 people found the following review helpful:

A classic book for the sales practitioner!, 2007-03-14
This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around delivering measurable value to the customer. I highly recommend this to anyone that is looking to get beyond the "mushy" superlatives that salespeople like to throw around. It gives you the formula on how to build a powerful business case and deliver it to the right stakeholder! If you are in the sales game you need to read this book.


0 of 0 people found the following review helpful:

Consultative Sales Training, 2006-11-19
In brief, this book is about finding the win/win solution. It is the art of exploring, proposing, and delivering something which simultaneously serves the needs of both the customer and salesman. Sounds good in theory, but how well does it work in practice? More importantly, how do you make it work in practice? This book will put Spin Selling into practice and reinforce a salesman consultative skills.

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