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

Preface

Figure P-1: Before/after norms for Consultative Selling.

Figure P-2: Advance of Consultative Selling.

Introduction: The Consultative Selling Mission

Figure I-1: Consultative Selling versus vending.

Figure I-2: Consultative Selling work flow.

Figure I-3: Vendor sales cycle.

Figure I-4: Vendor sales cycle costs.

Chapter 1: Consultative Positioning Strategies—How to Become Consultative

Figure 1-1: Norm matrix.

Figure 1-2: Norms on a card.

Chapter 2: Consultative Positioning Strategies—How to Penetrate High Levels

Figure 2-1: Consultant's Credo.

Figure 2-2: Customer-manager hierarchy.

Figure 2-3: Robotics cost checklist.

Chapter 3: Consultative Positioning Strategies—How to Merit High Margins

Figure 3-1: Cost-benefit work flow.

Figure 3-2: Glossary of cost-benefit guidelines.

Chapter 5: Consultative Partnering Strategies—How to Agree on Partnerable Strategies

Figure 5-1: High-partnering decision makers.

Figure 5-2: Low-partnering decision makers.

Chapter 6: Consultative Partnering Strategies—How to Ensure Partnerable Rewards

Figure 6-1: Supplier profit-improvement team.

Figure 6-2: Client profit-improvement team.

Figure 6-3: Client need set.

Figure 6-4: Consultant need set.

Chapter 7: Consultative Proposing Strategies—How to Qualify Customer Problems

Figure 7-1: Supermarket chain work flow.

Figure 7-2: Aerospace manufacturing work flow.

Figure 7-3: Public information sources.

Figure 7-4: Revenue expansion opportunities.

Figure 7-5: Cost reduction opportunities.

Chapter 8: Consultative Proposing Strategies—How to Quantify PIP Solutions

Figure 8-1: Profitmaking capital circulation.

Figure 8-2: Profitmaking turnover.

Figure 8-3: Analysis of profit contribution by product line ($000).

Figure 8-4: Return-on-investment formulas.

Figure 8-5: Inventory turnover analysis.

Chapter 9: Consultative Proposing Strategies—How to Sell the Customer's Return

Figure 9-1: PIPWARE cost-benefit analysis.

Figure 9-2: PIPWARE what-if? options.

Figure 9-3: What-iffing a $250,000 price point.

Figure 9-4: What-iffing a $1 million price point.

Appendix A: How Customer Managers Budget Capital Expenditures

Figure A-1: Present value of $1 at 10 percent.

Figure A-2: Arithmetic of determining net present value (NPV).

Figure A-3: Arithmetic of determining DCF rate of return.

Figure A-4: Comparison of NPV using 10 percent and 25 percent discount factors.

Figure A-5: Aftertax dollar income on investment of $100.

Figure A-6: Aftertax rate of return on investment of $100.

Figure A-7: Master project.

Figure A-8: Profitability index.

Appendix B: How Customer Managers Make Lease-vs.-Buy Decisions

Figure B-1: Leasing advantages and disadvantages.

Figure B-2: Buying vs. leasing— a comparison of cash flows.