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

Overview

Customer profit improvement begins with knowledge of how customers make the profits that you are going to improve: how they make their money right now. This is the starting point for Consultative Selling. Unless Consultative Selling strategies can improve the profits a customer can make, the customer will not be a prospect for high-margin sales.

A customer makes money based on five principles:

1. Circulating capital

2. Turnover

3. Contribution margin

4. Return on investment (ROI)

5. Payback