Patrick Henry Hansen - Articles

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Patrick Henry Hansen is a graduate of Brigham Young University, former radio talk show host and president of Patrick Henry & Associates Inc., a sales and marketing consultancy based in Salt Lake City, Utah. As a business speaker, Mr. Hansen teaches sales and marketing strategies to a global clientele throughout the U.S., South Africa, England, New Zealand, and Australia. His books, Power Prospecting, The DNA Selling Method, Winning Sales Presentations and Sales-Side Negotiation are available at www.patrickhenryinc.com, Amazon.com and select bookstores.

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57

The Dna Selling Method
Because questioning is such a fundamental part of successful selling, it’s important to use an effective questioning methodology—a strategy. By using The DNA Selling Method, sellers add structure, repeatability, and predictability to the questioning, presenting, and selling process. By implementing the DNA Selling Methodology sales people utilize a proven sales methodology that reflects validated selling principles Read
By: Patrick Henry Hansen | 20/04/2007 | Sales
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60

The Dna Selling Method: Winning Sales Presentations
Because people buy emotionally and justify decisions logically, it is important to supply rationale to justify purchasing decisions. The mes¬sage of the sales presentation provides just that—evidence. It demon¬strates how the proposed product or service eliminates pains and prob¬lems and establishes clear, competitive advantages. The body of the sales message provides buyers with compelling reasons to purchase the presented product or service and follows the pattern set by Aristotle over 2,000 years ago when he said, “A speech has two parts. You must state your case, and you must prove it.” Read
By: Patrick Henry Hansen | 16/04/2007 | Sales
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53

What Does History Have to Do With Sales and Marketing?
What does Julius Caesar’s conquest of Gaul, Queen Elizabeth’s victory over the “invincible” Spanish Armada, and Watson and Crick’s discovery of the DNA double helix have to do with sales and marketing? “Everything!” says author Patrick Henry Hansen. Read
By: Patrick Henry Hansen | 28/03/2007 | Sales