Mack Hanan's Books

Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

By: Mack HANAN

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Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

By: Mack HANAN

ôA major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listenùreally listen.ö û Selling MagazineDo you sell products or services? It doesn't matter: What you're really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan's Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take themùand youùto the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales ò Building and using consultative databases for value propositions and proof of performance ò Studying your customers' cash flows to win proposals ò Using consultative selling strategies on the Web ò Coping withùand reversingùthe inevitable ônoö Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers' competitionùand your own rivalsùirrelevant.

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Page Count

257

Publisher

AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814416179

ISBN 13

9780814416174

Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

By: Mack HANAN

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Consultative Selling

The Hanan Formula for High-Margin Sales at High Levels

By: Mack HANAN

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.

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Page Count

287

Publisher

AMACOM

Published Date

ISBN 10

0814416187

ISBN 13

9780814416181

Competing on Value

By: Mack Hanan,Peter Karp

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Competing on Value

By: Mack Hanan,Peter Karp

Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value--i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation copyrighted by Book News, Inc., Portland, OR

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Page Count

188

Publisher

AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814450369

ISBN 13

9780814450369

Jerusalem

By: Merav Mack,Benjamin Balint

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Jerusalem

By: Merav Mack,Benjamin Balint

A captivating journey through the hidden libraries of Jerusalem, where some of the world's most enduring ideas were put into words In this enthralling book, Merav Mack and Benjamin Balint explore Jerusalem's libraries to tell the story of this city as a place where some of the world's most enduring ideas were put into words. The writers of Jerusalem, although renowned the world over, are not usually thought of as a distinct school; their stories as Jerusalemites have never before been woven into a single narrative. Nor have the stories of the custodians, past and present, who safeguard Jerusalem's literary legacies. By showing how Jerusalem has been imagined by its writers and shelved by its librarians, Mack and Balint tell the untold history of how the peoples of the book have populated the city with texts. In their hands, Jerusalem itself--perched between East and West, antiquity and modernity, violence and piety--comes alive as a kind of labyrinthine library.

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Page Count

280

Publisher

Yale University Press

Published Date

ISBN 10

0300222858

ISBN 13

9780300222852

Home Styling Sourcebook

By: Lorrie Mack

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Home Styling Sourcebook

By: Lorrie Mack

If you feel elated by the celebrations of the Sabbats & hunger for that feeling during the long weeks between Sabbats, Wheel of the Year can help you put the joy & fulfillment of magic into your everyday life. This book shows you how to celebrate the lesser changes in Nature. The wealth of seasonal rituals & charms are all easily performed with materials readily available & are simple & concise enough that the practitioner can easily adapt them to work within the framework of his or her own Pagan tradition.Learn to perform fire magic in November, the secret Pagan symbolism of Christmas tree ornaments, the best time to visit a fairy forest or sacred spring & what to do when you get there. Learn the charms & rituals & the making of magical tools that coincide with the nesting season of migratory birds. Whether you are a newcomer to the Craft or have found your way back many years ago, Wheel of the Year will be an invaluable reference book in your practical magic library. It is filled with magic & ritual for everyday life & will enhance any system of Pagan Ritual.

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Page Count

228

Publisher

Carlton Publishing Group

Published Date

ISBN 10

1842222724

ISBN 13

9781842222720

Consultative Budgeting

How to Get the Funds You Need from Tight-fisted Management

By: Mack Hanan

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Consultative Budgeting

How to Get the Funds You Need from Tight-fisted Management

By: Mack Hanan

Written by the author of Consultative Selling and Key Account Selling, this book shows managers how to: fit their project to a top strategic priority; position themselves as partner to top management; think like a money manager, not an operational manager; apply the author's format, the profit improvement proposal, to their budget presentations; manage like an outsourcer to reduce costs; and follow a seven-step project management process to make sure their operations are as successful as they've promised.

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Page Count

146

Publisher

AMACOM/American Management Association

Published Date

ISBN 10

0814402577

ISBN 13

9780814402573

Consultative Selling

By: Mack Hanan,James J. Cribbin,Herman C. Heiser

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Consultative Selling

By: Mack Hanan,James J. Cribbin,Herman C. Heiser

Textbook on consultative salespersonhip - gives an introduction to the principles of consultative selling and describes the business management strategies, the profit planning strategies and Motivation to ' personal negotiation' with clients on which the new role of the salesman is based.

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AMACOM Div American Mgmt Assn

Published Date

ISBN 10

0814421385

ISBN 13

9780814421383

Tomorrow's Competition

The Next Generation of Growth Strategies

By: Mack Hanan

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Tomorrow's Competition

The Next Generation of Growth Strategies

By: Mack Hanan

Prepare your company for tomorrow's brave new world of competition and you'll ensure its survival -- and growth -- over the long term. "Tomorrow's Competition" takes a daring look at the future order of business and discusses how to compete in a world where 'the customer is king, quality has become equality, and no industry will need a major third supplier.' Author Mack Hanan proposes six proven battle strategies tested by leading-edge companies such as Kodak, Toyota, and Patagonia.

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Page Count

184

Publisher

Amacom Books

Published Date

ISBN 10

081447862X

ISBN 13

9780814478622

Manage Like You Own it

By: Mack Hanan

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Manage Like You Own it

By: Mack Hanan

A new approach to effective divisional management - how to run a division as though it were a company you owned.

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Page Count

142

Publisher

Amacom Books

Published Date

ISBN 10

0814451128

ISBN 13

9780814451120

Profits Without Products

How to Transform Your Product Business Into a Service

By: Mack Hanan

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Profits Without Products

How to Transform Your Product Business Into a Service

By: Mack Hanan

Argues that companies should not depend solely on their products for profits, tells how to make the transition to service provider, and offers advice on helping customers reduce costs and increase revenues

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Page Count

142

Publisher

Amacom Books

Published Date

ISBN 10

0814451322

ISBN 13

9780814451328

Growth Partnering

How to Build Your Company's Profits by Building Customer Profits

By: Mack Hanan

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Growth Partnering

How to Build Your Company's Profits by Building Customer Profits

By: Mack Hanan

Tells how to strengthen one's supplier and customer relations to the benefit of both businesses, and discusses planning, positioning, product development, business venturing, problem solving, and profit making

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Age

Page Count

153

Publisher

Amacom Books

Published Date

ISBN 10

0814450601

ISBN 13

9780814450604

Book's by Mack Hanan

Consultative Selling

Consultative Selling

Consultative Selling

Consultative Selling

Competing on Value

Competing on Value

Jerusalem

Jerusalem

Home Styling Sourcebook

Home Styling Sourcebook

Consultative Budgeting

Consultative Budgeting

Consultative Selling

Consultative Selling

Tomorrow's Competition

Tomorrow's Competition

Manage Like You Own it

Manage Like You Own it

Profits Without Products

Profits Without Products

Growth Partnering

Growth Partnering

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