Consultative Selling

Consultative Selling, Seventh Edition, enables sales professionals to achieve unprecedented success by helping their clients make more profitable business decisions. The book gives readers the tools to continue delivering superior results to 21st century organizations and take their own careers to a new level. It covers strategic sales techniques, provides a step-by-step implementation guide, and includes case studies of companies, including IBM, Hewlett-Packard, American Airlines, and Motorola. By selling improved customer profits instead of products or services, readers will be driving forces in making their clients more competitive.