{ "item_title" : "Consultative Selling", "item_author" : [" Mack Hanan "], "item_description" : "When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship.In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You'll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales;build and use consultative databases for value propositions and proof of performance;study your customers' cash flows to win proposals;use consultative selling strategies on the web;and cope with--and reverse--the inevitable no.For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success.Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.", "item_img_path" : "https://covers3.booksamillion.com/covers/bam/0/81/443/750/0814437508_b.jpg", "price_data" : { "retail_price" : "22.99", "online_price" : "22.99", "our_price" : "22.99", "club_price" : "22.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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