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Consultative Selling, 8th Edition by Mack HANAN

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9DEVELOPING YOUR“WHAT-IF ABILITY

The ability to propose a steady stream of investment opportunities, or, more correctly, return opportunities, to your customer partners is the engine that drives Consultative Selling. Proposals mean business. They make money for you and your customers, keep your learning curve strong by giving you access to new sources of information about customer businesses, and keep your partnerships active, alert, and alive. You should always have a minimum of three proposals in progressive stages of development. The one that you are working on should be on the table, the next one should be heating up in the oven, and the third should be in the freezer awaiting defrosting.

The proposals that are in the oven and the freezer ...

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