Consultative Selling

Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, making the switch from vending to consultative selling, sidestepping purchasing "gatekeepers," and avoiding the delays inherent in traditional price negotiation. The volume does not contain bibliographical references. Annotation ©2004 Book News, Inc., Portland, OR

Mack Hanan is an international consultant on accelerated business growth. He invents unique strategies that focus on the three key pressure points of growth: top management, profit-center management, and sales management. In each of these critical success operations, he counsels, trains, and lectures. He is the author of Competing on Value (with Peter Karp), Growth Partnering, and Sales Shock!. He lives in New York, New York.