Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

value added by application (VABA), 8–9

value-added resellers (VARs), 13, 181

value-added services, 8–9, 24–25, 48–54

in Consultative Selling, 179–180

customer's operating mix and, 50–54

empowering Box 2 managers and, 48–50

as focus of Consultative Selling, 59–61

incremental business improvement (deltas) and, 29–31

knowledge of customer current values, 56–60, 70–72

knowledge of your added values, 60–61

norming values, 31–42

specifications of "value," 59–60

vendor claims for, 58

see also customer profit improvers value chains, 178–179

value exchange, 2

value-to-price ratio, 64–65

vendor selling

Box 3 managers and, 45, 47, 49, 54

claims of adding value, 58

Consultative Selling versus, 1–6, 13–14, 104, 196–197, 206–207

as discount selling, 2–3, 6, 64–65, 102, 174

features-versus-benefits conversion in, 25

sales cycles in, 5

selling against competitors, 5–7

Vydec, 3