Sometimes this is also referred to as solutionbased selling. Demonstrating conclusive proof and roi of the solution. Consultative selling is a more complex, longterm process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of. In consultative selling, the sales dialogue is hyperfocused on the customer. The salesperson, in turn, uses that information to select the best possible. The hanan formula for highmargin sales at high levels. Read consultative selling the hanan formula for highmargin sales at high levels by mack hanan available from rakuten kobo. Sales people who follow a more strategic selling model are able to adapt more quickly to prospect needs and demands because strategy allows sales people to plan ahead in the sales process. What is consultative selling and how to be a consultative. In other words, added margin becomes the tangible benefit that the consultative seller provides to the customer. The counselor salesperson csp uses a fourstep consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. Learn vocabulary, terms, and more with flashcards, games, and other study tools.
For decades, sales pundits have been advising companies to practice a consultative style of selling. Consultative selling fits the inside sales model hand in glove. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. The book walks you through a step by step system with fill in the blanks, great questions to challenge your thinking and space to write down your thoughts and conclusions about what you should do in your specific situation.
The working title of this book before portfolio entered the picture was 17 elements. Here is how you can apply strategic thinking to five important steps in the selling model. The coauthor, ian altman, ceo of grow my revenue, is a sales visionary, bestselling author, forbes contributor and keynote speaker. A consultative sales is the sale of positive return on the customers investment. In traditional consultative selling, the buyer states a need and the seller positions their offerings as solutions to problems. What has changed since the introduction of consultative selling. At the heart of the rain selling sm methodology is the acronym rain. How to sell the way people want to buy hardcover by. There entire training courses dedicated to each model, which can last some days, but here you kind of get a flavor of them. The hanan formula for highmargin sales at high levels kindle edition by hanan, mack. Solution is an often overused word here, with sales teams tending to think and talk in terms of which of their products will be the solution.
What are the tools, techniques, and skills needed for. The book is really what might be described as a competency model, covering the mindset and skill sets necessary to succeed in sales. My first book, the only sales guide youll ever need, has a provocative titled and an equally attentionseeking, red cover. Lessons learned from consultative selling book mohamed. Rather than just promoting an existing product, the salesperson focuses on the customers pains and addresses the issue with his or her offerings.
Why do you think that they call themselves consultative sellers when, really, based on the criteria laid out in your book, they are really. We want to start strong, so the first book of this series is the new consultative selling holy bible, same side selling. Discusses consultative selling techniques and introduces how to develop salesproducing profit improvement proposals pip. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. The higher the price of what youre selling, the longer you can expect to wait between first contact and.
What is the difference between consultative selling and. Jun 25, 2019 consultative selling techniques are based on the methods used by professional consultants. Consultative selling is a sales approach that shifts focus away from the product a company is selling and instead focuses on the needs of the customer they want to sell to. Additionally, our unique combination of precision coaching and our hitech, hitouch approach ensures systematic adoption, continuous improvement, and demonstrable results. Lessons learned from consultative selling book mohamed sami.
The challenge with these models is that every salesperson, as well as every business, has their own way of selling. Popular consultative selling books goodreads share book. Using tools to conduct prospect research can be your secret weapon in consultative selling, but your biggest challenge will be keeping the sellerbuyer. Our worldclass sales coaching model for sales teams of 25 or more, builds sales skills in the shortterm and good habits in the longterm through sales coaching, data, and technology tailored to your sales team needs. Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are. Youll learn how to create a twotiered sales model to separate consultative sales from commodity sales. In the solution based selling model, the salesperson spends time with a client to understand the primary problem they are trying to address and then recommends an appropriate set of solutions to solve it. The 6 principles of a consultative sales process hubspot blog. Video 1 consultative selling model module 2 selling. A consultative sale is different from the traditional selling model. I do have strengths in the area of serving and giving, so i shifted my view of selling the classic hard sell accompanied by the classic talker the guy who cant shut up or the overly annoying extrovert and began to look at the art of persuasion as the art of serving. It allows sellers to uncover customer needs faster and position more compelling. And the a and the i perform double duty as reminder to balance advocacy and inquiry, and. It explores a selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs.
Popular consultative selling books showing 16 of 6 integrity selling for the 21st century. The term consultative selling first appeared in the 1970s book consultative selling by mack hanan. Consultative selling is an overused term often oversimplified without truly knowing what it is. F typical salespeople spend about 30 percent of their time in actual facetoface selling situations. The four major strategies that form the strategic consultative selling model are independent of one another. Dedication this book is dedicated to the memory of my mother. They follow a framework that enhances the sales conversation and helps them uncover and explore the buyers needs. Solution selling paved the way for the consultative sales model, in use in many industries today.
Rackhams follow up is in some ways more important than spin selling. Unleashing the power of consultative selling selling the way your customer wants to buy not the way you like to sell. Consultative selling doesnt mean what most people think it means. Consultative selling ebook by mack hanan rakuten kobo. The presentation model of selling was developed for the classic old school sales person who was responsible for delivering information about the products or services they had to offer. The sections on your dream clients needs at each stage of the buying process alone make it work it worth reading. Download for offline reading, highlight, bookmark or take notes while you read consultative selling. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. The salesperson, in turn, uses that information to select the best possible product or service to meet a need. The consultative sales process is most especially not about you. Asking better questions using the spin selling model prof.
Download it once and read it on your kindle device, pc, phones or tablets. This book is more about the strategies and tactics of winning major accounts. The reality though, is that consultative selling as we know it is dead, specifically based on the model of asking fishing questions to initiate a conversation and ill explain to you why that is. The hanan formula for highmargin sales at high levels, edition 8 ebook written by mack hanan. It isnt about being soft, or about not really selling. Oct 15, 2015 the consultative approach is actually a method used by many sales professionals and is also referred to as solution based selling. For a guy who is more of an introvert but is in sales this book helped reshift my paradigm of what selling truly can be.
Consultative selling is a philosophy rooted in building a relationship between you and your prospects. Types of selling models to use for b2b sales developing. Most large corporations still base their sales skills development programs on that model. A consultative selling approach is key to running a welloiled sales team. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of questions about the current problem.
To show the differences, well look at max and joe, two salesmen at an auto dealership. Ron willingham shelved 1 time as consultativeselling avg rating 3. Its true, of all the groovy things to come out of the decade, perhaps the grooviest was mack hanans book, consultative selling, where he coined the term and turned the sales industry on its head. Along with lending itself as the name of the overall method, the word rain is your guide to leading masterful sales conversations. Building the foundation to improve your teams ability to execute the 6 critical selling skills requires building capabilities that can be leveraged throughout every phase of the sales cycle. The hanan formula for highmargin sales at high levels hanan, mack on. When you help your customers and clients make profitable business decisions, the result is a winwin solution that can l. Consultative selling by mack hanan macks recipe works as promised. The hanan formula for highmargin sales at high levels, edition 8. The consultative selling approach empowers sales professionals to confidently showcase their natural communication style.
Specifically, we will see consultative selling model, customer centric selling model, professional selling skills, relationship selling, spin selling and well talk about the three phases of a sales call. Nov 20, 2018 the term consultative selling first appeared in the 1970s book consultative selling by mack hanan. Consultative sales is a selling method in which the salesperson spends time with the customer to understand the problem the customer is trying to solve and then recommends a. The economic impact of what is sold, not the components of the sale themselves. Relationship selling rarely happens overnight especially since youre likely selling highticket items. May 22, 2008 not the way you like to sell is what you will discover in this breakthrough book. For the last 50 or so years, consultative selling has been the goto approach for most sellers. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution.
Use features like bookmarks, note taking and highlighting while reading consultative selling. Sep 26, 2018 the 70s brought us disco, lip smackers, the oregon trail, the high five, and consultative selling. The consultative sales process is primarily focused on the experience that the potential customer the lead feels and sees during their. One of the most intuitive books on the market for selling.
My books and your path to modern consultative selling the. Mar 21, 2014 and because of this simple secret, we have an endless array of consultative selling models to choose from. Video 1 consultative selling model module 2 selling models. Oct 20, 2016 this is a recording of our webinar that we hosted titled what is consultative selling and how to be a consultative salesperson. It typically takes time and involves a lot of backandforth and following up, so you need to be super patient with prospects.
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