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A Personal Note from the Author

Preface

Introduction: The Consultative Selling Mission

PART Ⅰ: POSITIONING AND PARTNERING TO PROPOSE HIGH-MARGIN VALUE

PROPOSITIONS: How To Co-Manage Cash Flow Opportunities

Consultative Positioning Strategies

1. How to Become Consultative

2. How to Penetrate High Levels

3. How to Merit High Margins

Consultative Partnering Strategies

4. How to Set Partnerable Objectives

5. How to Agree on Partnerable Strategies

6. How to Ensure Partnerable Rewards

PART Ⅱ: PROPOSING CONTINUOUS BUSINESS IMPROVEMENT THROUGH

FAST-CLOSING PROFIT PROJECTS: How ToRealize Customer

PerformanceObjectives

Consultative Proposing Strategies

7. How to Qualify Customer Problems

8. How to Quantify PIP Solutions

9. Developing Your "What-If Ability"

Appendix A. How Customer Managers Budget Capital

Expenditures

Appendix B. How Customer Managers Make

Lease-vs.-Buy Decisions

Appendix C. How Customer Managers Plan and

Evaluate Investments by the Numbers

Index

　　MACK HANAN is an international consultant,

trainer, and lecturer on accelerated business growth.

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