In 'Consultative Selling,' Mack Hanan revolutionizes the sales process by emphasizing the importance of understanding and addressing customer needs over mere product pitching. This transformative approach empowers sales professionals to become trusted advisors rather than just sellers, fostering stronger client relationships. By mastering consultative techniques, salespeople can unlock deeper insights into their clients' challenges and craft tailored solutions. Hanan’s engaging insights blend practical strategies with real-world examples, making this book a must-read for anyone looking to elevate their selling game. Will you become the trusted partner your customers need?
By Mack Hanan
Published: 2011
Dive into captivating book discussions with our expert hosts
Joseph Michelli
Mark Hurst, Phil Terry
David Cancel is a prominent entrepreneur and author best known for his influential work in the tech and startup communities. As the CEO and co-founder of Drift, a leading conversational marketing platform, he has revolutionized how businesses engage with their customers online. Cancel has also authored insightful books such as "Hypergrowth," which offers valuable strategies for scaling startups rapidly. His contributions extend beyond literature as he frequently shares his expertise through speaking engagements and his popular podcast, "Seeking Wisdom." David Cancel's innovative ideas and practical advice continue to inspire and guide entrepreneurs worldwide.
View CollectionChris Powers is a real estate entrepreneur, investor, and founder of Fort Capital, a real estate investment firm based in Texas. Powers specializes in acquiring and developing industrial and commercial properties, focusing on value-add opportunities in rapidly growing markets. He is also the host of The FORT Podcast, where he interviews entrepreneurs, investors, and real estate professionals about their experiences and insights. Powers is a strong advocate for building communities and fostering long-term growth in real estate development. His work has positioned him as a leader in the Texas real estate market and a trusted voice in the industry.
View CollectionAlbert Wenger is a prominent venture capitalist and author, best known for his insightful contributions to the intersection of technology and society. As a managing partner at Union Square Ventures, he has invested in and mentored numerous groundbreaking startups, significantly shaping the digital landscape. Wenger is the author of "World After Capital," a thought-provoking book that explores the implications of a post-capitalist society driven by abundant knowledge and digital innovation. His work has sparked important discussions about the future of work, education, and governance in an increasingly automated world. Beyond his writing, Wenger is a sought-after speaker and influential thought leader in the tech community.
View CollectionAlfred Lin is a venture capitalist and partner at Sequoia Capital, where he focuses on investments in consumer internet, enterprise, and mobile companies. Lin is known for his early investments in companies like Airbnb and DoorDash, helping them grow into major global brands. Before joining Sequoia, Lin was an executive at Zappos, where he worked closely with CEO Tony Hsieh to develop the company’s innovative culture and customer service model. Lin’s expertise in scaling businesses and his strategic vision have made him one of the most respected venture capitalists in Silicon Valley.
View CollectionNoah Kagan is an influential entrepreneur and author known for his expertise in marketing and business growth. He is the founder of AppSumo, a platform that offers software deals for startups, and Sumo, a suite of tools for website growth. Kagan's notable literary contribution includes his book "How I Lost 170 Million Dollars: My Time as #30 at Facebook," which provides insights into his experiences and lessons learned in the tech industry. He is also recognized for his engaging writing on entrepreneurship and productivity on his popular blog, OkDork. Through his work, Kagan has inspired countless entrepreneurs and business enthusiasts worldwide.
View CollectionAndy Budd is a renowned author and user experience (UX) designer, best known for his influential work in the field of web design. He co-authored "CSS Mastery: Advanced Web Standards Solutions," which has become a seminal text for web developers worldwide. As a founding partner of the consulting firm Clearleft, Budd has made significant contributions to advancing UX design practices. He is also a sought-after speaker at design conferences and an active advocate for the design community. Through his writing and leadership, Budd continues to shape the future of digital design.
View CollectionAli Abdaal is a renowned productivity expert, author, and YouTuber known for his engaging content on personal development and effective study techniques. A former doctor, Abdaal transitioned from his medical career to focus on sharing insights through his popular YouTube channel, which has amassed millions of subscribers. He is the author of "YouTube for Doctors," where he explores the intersection of medicine and digital content creation. Abdaal's work is celebrated for its practical advice, blending scientific research with personal anecdotes to help individuals optimize their lives. His contributions have significantly influenced the productivity and self-improvement community, making him a respected voice in the field.
View CollectionAlex Hormozi is a celebrated entrepreneur, author, and founder of Acquisition.com, a company dedicated to helping businesses scale efficiently. He gained prominence with his best-selling book "Gym Launch Secrets," which provides a blueprint for fitness entrepreneurs to grow their businesses. Hormozi is also known for "The Million Dollar Offers" book, where he shares strategies on creating irresistible offers that drive sales. His work has significantly impacted the business community, providing practical insights and actionable advice for entrepreneurs. Through his books and business ventures, Hormozi continues to inspire and guide countless individuals on their journey to success.
View CollectionSeth Godin is a prolific author and entrepreneur, renowned for his influential contributions to marketing and business thought leadership. He has written over 20 bestselling books, including "Purple Cow," "Linchpin," and "The Dip," which have revolutionized modern marketing strategies and inspired countless professionals. Godin's work emphasizes the importance of creativity, innovation, and the power of ideas in building successful enterprises. He is also the founder of altMBA, an online leadership and management workshop, and he consistently shares his insights through his popular daily blog. Godin's impact on the marketing world has earned him a spot in the Direct Marketing Hall of Fame.
View CollectionBrian Tracy is a renowned Canadian-American motivational speaker, self-development author, and business consultant. He has written over 70 books, including bestsellers like "Eat That Frog!" and "The Psychology of Achievement," which have been translated into dozens of languages. Tracy's work primarily focuses on personal success, leadership, time management, and sales strategies. He has also delivered over 5,000 speeches and seminars around the world, inspiring millions to improve their lives and careers. His practical advice and actionable insights have cemented his reputation as a leading authority in personal and professional development.
View CollectionBryant Chou is a distinguished author renowned for his pioneering contributions to contemporary literature. He gained widespread acclaim with his debut novel, "Echoes of Solitude," which masterfully explores themes of isolation and human connection. Chou's work has been lauded for its lyrical prose and deep emotional resonance, earning him several literary awards, including the prestigious Booker Prize. Beyond his novels, he is also a prolific essayist, with numerous pieces published in leading literary journals. Chou continues to influence the literary world through his innovative storytelling and profound insights into the human condition.
View CollectionArianna Huffington is the founder of The Huffington Post and Thrive Global, a company focused on wellness and productivity. She is a bestselling author and prominent speaker on the importance of sleep and managing stress. Arianna’s work emphasizes the importance of balance between professional success and personal well-being. Her book The Sleep Revolution has inspired a global movement to prioritize rest. She is considered one of the most influential women in media and business.
View CollectionTony Hsieh was an innovative entrepreneur best known for his role as the CEO of Zappos, where he revolutionized online retail through a strong emphasis on company culture and customer service. Born on December 12, 1973, in Illinois, Hsieh graduated from Harvard University with a degree in computer science. He co-founded LinkExchange, which he sold to Microsoft for $265 million, before joining Zappos. Hsieh authored the best-selling book "Delivering Happiness" in 2010, outlining his business philosophy and insights into creating a positive workplace culture. His work has left a lasting impact on both the business world and the literature on corporate management and entrepreneurship.
View CollectionBen Horowitz is a prominent American entrepreneur, investor, and author, best known for co-founding the venture capital firm Andreessen Horowitz. He made significant contributions to the tech industry through his leadership roles at Netscape and as co-founder of the software company Opsware, which was later acquired by Hewlett-Packard. Horowitz is celebrated for his insightful business book, "The Hard Thing About Hard Things," which provides candid advice on the challenges of entrepreneurship. His follow-up book, "What You Do Is Who You Are," explores the importance of company culture in business success. Horowitz's works are highly regarded for their practical wisdom and have influenced countless leaders in the tech and business communities.
View CollectionAdam Grant is a renowned organizational psychologist and bestselling author, celebrated for his influential work on motivation and workplace dynamics. He is a professor at the Wharton School of the University of Pennsylvania, where he has been the youngest tenured professor and earned numerous teaching awards. Grant's books, including "Give and Take," "Originals," and "Think Again," have been translated into multiple languages and have topped bestseller lists worldwide. His research and insights are frequently featured in major media outlets, and he hosts the popular podcast "WorkLife." Through his writing and speaking, Grant has profoundly impacted the fields of psychology, business, and education.
View CollectionDiscover a world of knowledge through our extensive collection of book summaries.