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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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• 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