Consultative Selling/Mac Hanan ix - xii

 ix ...when margins are the reward for improving a customer's profits rather than for improving your products or services; either you never leave home without new competitive advantages to bring to a customer or you stay in the car.

 

Let's talk about where your business is going, and here's how we can help you meet your goals.

 

 x Theirs is not the gift of gab but the greatest gift of all, being able to help customers grow their business so the consultative seller's business can be grown by high-margin sales in return.

 

xi ...Consultative Selling keep their eyes on the eagle: their customers.

 

The power of Consultative Selling to compel customer awareness, positive attitude, and acceptance has been proven over and over again by companies as diverse in size, industry, and nationality....

 

 xii Compugen's customers are differentiated from their competitors by the caliber of their profits and the competitive advantages of their processes.