It requires a balance between the needs and goals of both or all parties, and slick selling techniques are not appropriate. Creating buyers in difficult selling markets, was brilliant, and full of great. Consultative selling doesnt mean what most people think it means. Please select the platform you want to share this book on. This book is more about the strategies and tactics of winning major accounts. In his book, consultative selling, mack hanan has a different take on what the consultative salespersons must sell. Every successful performer will tell you that confidence is one of the most important keys to success. In consultative selling, the sales professional learns about customer needs before talking about a product or solution. There are so many sales skills that actually translate over to consultative selling. The books that taught me how to sell the sales blog. The hanan formula for highmargin sales at high levels kindle edition by hanan, mack.
Consultative selling is a more complex, longterm process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of the customers business. Over the course of a career as a sales trainer, ive grown accustomed to hearing it and others like it. Discusses consultative selling techniques and introduces how to develop salesproducing profit improvement proposals pip. The classic sales book that has boosted profitsfor salespeople and their customersfor over 20 years has been totally revised. Ron willingham shelved 1 time as consultativeselling avg rating 3. Consultative selling book by mack hanan 4 available. Popular consultative selling books showing 16 of 6 integrity selling for the 21st century. Consultative selling by mack hanan overdrive rakuten. Sales book, consultative selling process, sales training silver bullet selling. Hanan emphasizes viewing oneself as a consultant helping a customer improve his business, rather than a vendor whose sole mission is to sell a product.
Unleashing the power of consultative selling by richard. The two books were designed to be used together to make it as easy as possible for you to implement the changes necessary to build a topperforming sales team. What they do to achieve success was not taught or shown anywhere, until now. The introduction of consultative selling made performance and returns be the main elements to lure a potential customer. Advantages of consultative selling over traditional.
Now, packed with new partnering strategies, costbenefit analysis templates, detailed monetized value proposition models, outcomebased branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wideranging successmaking the competition irrelevant. In return for improved customer outcomes, consultative selling delivers improved margins back to you. It helps sales professionals amplify their natural selling style. In fact, if your entire organization is not focused on assisting the buyer in discovering their needs before pitching the deal, youre missing a critical component to your contemporary sales approach.
It was first floated as a sales technique during the 1970s in mack hanans book consultative selling. The ideas in his book resonated with me then, colored my development as a sales professional and sales trainer, and continue to form the foundation of my selling approach. One book i picked up appeared to be new, but it was quite old at the time i picked it up. Lessons learned from consultative selling book mohamed.
With this approach, the sales conversation focuses on how the buyers life will be improved with the asset at hand, rather than the actual features and hardfacts related to the product. When developing a plan for operating a sales territory or chasing down a specific opportunity, both the solution selling and consultative selling frameworks have proven their value. A companion to the silver bullet selling book, the payday podcast discusses practical applications for consultative selling and delivers tips and ideas you can apply immediately. The hanan formula for highmargin sales at high levels and slowly gained traction in the sales industry. Its true, of all the groovy things to come out of the decade, perhaps the grooviest was mack hanans book, consultative selling, where he coined the term and turned the sales industry on its head. The authors approach is based on a clear understanding of the principles, strategies, and practices used by leading wine professionals. Think of discovery as the ladder that will get you over the wall of resistance. Jun 25, 2019 consultative selling techniques are based on the methods used by professional consultants. In profitcentered line of business, your sales should focus on how to. Consultative selling became mainstream and served sales forces well for several decades. Jan 01, 2018 lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. Thanks for your time and congratulations on the new book. Solution is an often overused word here, with sales teams tending to think and talk in terms of which of their products will be the solution.
It is based on a sincere desire to build a creative climate between buyer and seller, using a new paradigm. When you help your customers and clients make profitable business decisions, the result is a winwin solution that can l. Consultative selling by mark hannan popularized through hanans 1970 book, consultative selling has been a gamechanging sales strategy and has heavily influenced how people conduct sales today. Rather than telling prospects what they need, you ask prospects thoughtprovoking questions that help them identify their own pain points. The sections on your dream clients needs at each stage of the buying process alone make it work it worth reading. Consultative selling ebook by mack hanan rakuten kobo.
Why do you think that they call themselves consultative sellers when, really, based on the criteria laid out in your book, they are really. Video 1 consultative selling model module 2 selling. The coauthor, ian altman, ceo of grow my revenue, is a sales visionary, bestselling author, forbes contributor and keynote speaker. How to sell the way people want to buy hardcover by. Depending on your area of expertise, you may want to work toward getting certified through a brickandmortar or online training program. Consultative selling is a sales approach that shifts focus away from the product a company is selling and instead focuses on the needs of the customer they want to sell to. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. Download for offline reading, highlight, bookmark or take notes while you read consultative selling. The hanan formula for highmargin sales at high levels, edition 8 ebook written by mack hanan. Product knowledge is transformed into a tailored solution when it is delivered and positioned based on the customers needs and language. Parts of the book were difficult for me, but what i learned that was useful was hanans idea that you shift the conversation away from price to the increased profit the client will make by adopting your. Six success tips for creating selling enthusiasm sales book. Mar 24, 2020 consultative selling by mark hannan popularized through hanans 1970 book, consultative selling has been a gamechanging sales strategy and has heavily influenced how people conduct sales today.
Based on the authors over six decades of combined research, consulting, and teaching in personal selling skills, the book draws on their countless interviews and interactions with effective sales professionals in the wine and broader hospitality industries. Jan 29, 2012 consultative selling is a more complex, longterm process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of the customers business. Learn about needsbased selling and the consultative selling approach, centered around identifying the customers needs and offering a. Consultative selling is an overused term often oversimplified without truly knowing what it is. Over the years we have worked with hundreds of sales organizations to help them solve 8020 sales performance problems. Dan lok is the founder of the dan lok organization which includes over two dozen companies and is a venture capitalist currently evaluating acquisitions in markets such as education, new media. Apr 28, 2015 watch my latest video to learn the differences between normal, or, transactional selling, versus consultative selling.
The hanan formula for highmargin sales at high levels hanan, mack on. It is selling to highlevel customer decision makers who are concerned with profitindeed, who are responsible for it, measured by it, evaluated by it, and accountable for it. And is the author of over a dozen international bestselling books. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution. Not really, a collaborative approach is a step beyond traditional consultative selling. Consultative selling is profit improvement selling. This is the seventh edition of an alltime favorite of salespeople everywhere. Read consultative selling the hanan formula for highmargin sales at high levels by mack hanan available from rakuten kobo.
He advocates taking up permanent residence in realityworld by asking for an answer, even if that answer is no. Consultative selling was the single most influential book in my development as a sales professional, and i suspect that many share that. 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. In fact, the chart above provides proof that this is so. Consultative selling defines valueadded to customer managers. I am far from alone in being a huge fan of the underlying concepts and best practices. Selling the way your customer wants to buy not the way you like to sell is what you will discover in this breakthrough book. This book describes how to get the same results that the best salespeople get year after year.
The companion book, how to beat the 8020 rule in selling. Lessons learned from consultative selling book mohamed sami. Consultative selling by mark hannan popularized through hanans 1970 book, consultative selling has been a gamechanging sales strategy and has. Consultative selling, sales training and sales management. The outcome of consultative selling is that the buyer is greatly satisfied with the solution provided, and a strong relationship is fostered between the buyer and seller, which results in wordofmouth referrals and repeat business. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales i read the book and i found that it very helpful and useful for sales representatives. Consultative selling tm gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high. I read the book and i found that it very helpful and useful for sales representatives. Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. Taylor, an audiologist and author of consultative selling skills for audiologists, about his new book, as well as trust, value, consumers having a visceral response to marketing, the neuroscience of selling, and more.
Your goto guide to the consultative selling approach. The companion book, how to beat the 8020 rule in selling, will teach your salespeople how to perform every critical salesperson function described in the management book. Yes it is very true that consultative selling has taken the backseat. Consultative selling is a sales approach where the dialogue is hyperfocused on the customer.
We want to start strong, so the first book of this series is the new consultative selling holy bible, same side selling. Consultative selling is an investigative approach to sales. A consultative sales is the sale of positive return on the customers investment. The hanan formula for highmargin sales at high levels, edition 8. The 70s brought us disco, lip smackers, the oregon trail, the high five, and consultative selling. Watch my latest video to learn the differences between normal, or, transactional selling, versus consultative selling. Consultative selling is a term in use around the globe. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of questions about the current problem. This book is based on these workshops to give you, the reader, the latest information on what works and what does not work in a consultative selling world. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. To be able to do this both parties must be aware of the financial goals and measurements of each others business, and then prepare and present joint profit improvement.
Popular consultative selling books goodreads share book. For over four decades, consultative selling has empowered countless sales professionals to reap maximum success. The book walks you through a step by step system with fill in the blanks, great questions to challenge your thinking and space to write down your thoughts and conclusions about what you should do in your specific situation. The unprecedented velocity of change in client needs, markets, and technology, specifically the internet, over the past few years has changed the face of selling and disrupted many of the tried and true sales methodologies.
When customer profit becomes the product, then other vendors who offer benefits or even solutions end up taking the back seat. Consultative selling is not just the domain of the outside sales professional. Engaging the prospect over the phone is not reccomended as you may not hold his attention 100%. The ideas that captivated the sales world beginning in 1970 are wellknown today, though in. What is the difference between consultative selling and. Consultative sales is a selling method in which the salesperson spends time with the customer to understand the problem the customer is trying to solve and then recommends a solution that will. Consultative selling by mack hanan macks recipe works as promised. Why consultative selling is essential in a digital world. Sep 26, 2018 the 70s brought us disco, lip smackers, the oregon trail, the high five, and consultative selling its true, of all the groovy things to come out of the decade, perhaps the grooviest was mack hanans book, consultative selling, where he coined the term and turned the sales industry on its head. This edition includes updated case histories and a greater focus on.
For decades, sales pundits have been advising companies to practice a consultative style of selling. Enter the new era of consultative selling copper copper crm. Consultative selling requires sales professionals to focus on executing 7 key behaviors. This definitive book offers the first focused guide for developing personal wineselling skills. This little book is an excellent primer on business strategies. The two books are part of a comprehensive selling system. How to build a tailored solution for your prospects. By william walker what do you teach people in sales training, how to pick up the check at dinner. Value selling is a sales technique that leverages customer anticipation of enjoying the benefits of the item for a sale. In these times there is more chance of growth thru the website or identifying the right branding vehicle and creating a brand. If youre tired of taking an outsiders approach to the sales processtrying to get past gatekeepers who look at purchasing decisions on a.
This definitive book offers the first focused guide for developing personal wine selling skills. However, consultative selling was considered to be a long, drawnout process. May 22, 2008 this book is based on these workshops to give you, the reader, the latest information on what works and what does not work in a consultative selling world. Why highticket closing requires consultative selling over traditional selling. Ask the critics and most cannot recall a single book. 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. The economic impact of what is sold, not the components of the sale themselves. Step by step, the authors explain how to develop relationships, understand customer needs, and deliver both products and sales presentations in an efficient and. Todays modernday buyer wants a good listening to rather than a good talking to. Praise for previous editions of consultative selling. Consultative selling, sales training and sales management training products.
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