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B2B Sales Video: Consultative Selling – The Mack Hanan Formula | Value Centric Selling
https://valuecentricselling.wordpress.com/2011/05/10/b2b-sales-video-consultative-selling-the-mack-hanan-formula
B2B Sales Video: Consultative Selling – The Mack Hanan Formula. B2B Sales Video: Consultative Selling – The Mack Hanan Formula. May 10, 2011. 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. May 10, 2011 at 9:00 pm. Sales...