| Table of Contents |
| Consultative Selling—The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition |
| A Personal Note From the Author |
| Preface |
| Introduction | - | The Consultative Selling Mission |
| Part I - Positioning and Partnering to Propose High-Margin Value Propositions |
| Chapter 1 | - | Consultative Positioning Strategies—How to Become Consultative |
| Chapter 2 | - | Consultative Positioning Strategies—How to Penetrate High Levels |
| Chapter 3 | - | Consultative Positioning Strategies—How to Merit High Margins |
| Chapter 4 | - | Consultative Partnering Strategies—How to Set Partnerable Objectives |
| Chapter 5 | - | Consultative Partnering Strategies—How to Agree on Partnerable Strategies |
| Chapter 6 | - | Consultative Partnering Strategies—How to Ensure Partnerable Rewards |
| Part II - Proposing Continuous Business Improvement Through Fast-Closing Profit Projects |
| Chapter 7 | - | Consultative Proposing Strategies—How to Qualify Customer Problems |
| Chapter 8 | - | Consultative Proposing Strategies—How to Quantify PIP Solutions |
| Chapter 9 | - | Consultative Proposing Strategies—How to Sell the Customer's Return |
| Appendix A | - | How Customer Managers Budget Capital Expenditures |
| Appendix B | - | How Customer Managers Make Lease-vs.-Buy Decisions |
| Index |
| List of Figures |