If you’re squeaking along with less-than-stellar margins, or continuously being forced into competitive bidding situations that take away your sales team’s ability to sell strategically, you’ve probably realized that something’s got to change. More and more managers in similar situations are turning to the concept of consultative selling as a way out of the commoditization trap.
But while the idea of becoming a valued partner rather than just a vendor to your clients is an attractive one, you might be wondering how your sales organization can adapt to a new way of doing business. Can you teach old dogs new tricks? Yes, says Mack Hanan, the man who literally wrote the book on consultative selling. Hanan, author of Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition (AMACOM, 2004), says “I created consultative selling with the idea it could be taught, learned and managed with an existing sales force.” Here are Hanan’s tips for transforming your team.
For more information, please click on www.mackhananconsultativeselling.com
Get the latest sales leadership insight, strategies, and best practices delivered weekly to your inbox.Sign up NOW →
June 21 at 1:00 p.m. ET
Sign up now.