May 2nd 2011
Consultative Selling. The Hanan formula for high-margin sales at high levels. 8th Ed. Mack Hanan
Cover via Amazon
Consultative Selling. The Hanan formula for high-margin sales at high levels. 8th Ed. Mack Hanan. 2011. ISBN 9780814416174. I first read Mack Hanan many years ago and have used his approach ever since. I was delighted to receive his latest book from Amacom. As part of my ongoing research into value pricing I was interested to see what Mack had to say on this topic. Well it is a lot. This is likely the most complete sales book that is based on value pricing and explains what we call value based selling. He has remained true since 1970 to stating that sales main goal is improving customer profits and margins . So this book is full of great examples and studies of how and where to use value selling. I strongly suggest that if you are serious about being a successful sales person or having an effective sales organization in today’s buyer driven world you get and carefully read this latest book by Mack.
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- The unsell vs. consultative selling (blogs.sitepoint.com)
- Consultative Selling – You are not a guru if you read a book or two. (thecustomercollective.com)
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Category: Sales, Sales Effectiveness
