CONSULTATIVE SELLING 8E

A Personal Note from the Author
Preface
Introduction: The Consultative Selling Mission
PART Ⅰ: POSITIONING AND PARTNERING TO PROPOSE HIGH-MARGIN VALUEPROPOSITIONS: 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 THROUGHFAST-CLOSING PROFIT PROJECTS: How ToRealize CustomerPerformanceObjectives
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