Part 1: Consultative positioning strategies -- How to become consultative -- How to penetrate high levels -- How to merit high margins -- Part 2: Consultative proposing strategies -- How to qualify customer problems -- How to quantify your solution -- How to sell the customer's return -- Part 3: Consulative partnering strategies -- How to set partnerable objectives -- How to agree on partnerable strategies -- How to ensure partnerable rewards -- How customer managers budget capital expenditures -- How customer managers make lease -vs.- buy decisions

1. Selling
2. Selling -- Key accounts