Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

This book can be considered a bible for consultative selling. If you want to understand and implement the best sales approach in the world you really need to read this book.

This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around delivering measurable value to the customer. I highly recommend this to anyone that is looking to get beyond the "mushy" superlatives that salespeople like to throw around. It gives you the formula on how to build a powerful business case and deliver it to the right stakeholder! If you are in the sales game you need to read this book.

In brief, this book is about finding the win/win solution. It is the art of exploring, proposing, and delivering something which simultaneously serves the needs of both the customer and salesman. Sounds good in theory, but how well does it work in practice? More importantly, how do you make it work in practice? This book will put Spin Selling into practice and reinforce a salesman consultative skills.

Un libro de estas caracteristicas debe ser de constante consulta y lectura de todo vendedor. Servira para confrontar nuevos puntos de vistas, analizar ejemplos, situaciones similares.