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B2B Sales Video: Consultative Selling – The Mack Hanan Formula

by Victor Antonio

Mack Hanan wrote Consultative Selling in 1970 and in my opinion is one of the best, if not THE BEST, book on the B2B sales process.  Some may disagree,…and that’s okay.  In his book, Hanan outlined a simple 3 part formula that outlines what specific value the client is looking for when you’re trying to sell them your product or service.

Don’t be fooled by the formula’s simplicity; that’s why it is powerful.  You don’t have to memorize complicated selling schemes; just follow Hanan’s formula next time you present to a client and you may find yourself closing more B2B deals!

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