Consultative Selling/Mac Hanan xii-xiii

xiii Consultative Selling is the delivery system for value.

 

• Instead of sitting across from a purchasing manager...consultative sellers sit side by side with a mid level operating manager who runs a profit centered line of business or a cost-centered business function.
• Instead of selling the added cost of a product...sell the added value of improved contribution to profits.
• Instead of asking for money, they offer money in the form of a return of their customer's investment. 
• Instead of spec sheet...they specify the value they can add on costs and benefits analysis of line-item cost savings and revenue benefits.
• Instead of talking down their competitors...they talk up the enhanced competitive advantage customers can seize over their own competitors.
• Instead of paying lip service to the concept of partnership, they creed the new stream of cash flow that pay their entry fee into true customer partnerships.
• Instead of professing added value, they propose it in quantified, time-framed terms, measuring it milestone by milestone, selling it, being evaluated on it, and being paid for it.