By: Wilson Learning Library

Paperback

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Customers today have less time and more information than ever before. Products are harder to differentiate. No wonder salespeople are so critically important! successful salespeople develop trust with customers and earn sustainable mindshare by linking valuable information to the customer's business problems and their own offering. Selling becomes a fulfilling job because both they and the customer win.

Whether you are a new or experienced salesperson, you can adopt the unique Counsellor mindset. You will avoid of successfully address the four key obstacles to buying, combining the mindset with Counsellor selling techniques:

• Relating - Create an open, trusting relationship with your customer as a base for solving problems. Avoids the first obstacle: no trust.
  
  
• Discovery - Bring out and understand your customer's problems, goals and visions, so you can create solutions together. Avoids the second obstacle: no need.
  
  
• Advocating - Link your customer's problems, goals and visions with the solution you've jointly developed, then make your customer an internal champion to help you close the sale. Avoids the third obstacle: no help.
  
  
• Supporting - Stick by your customer after the sale to ensure the customer feels the benefits of your solution and sees needs being met. Avoids the fourth obstacle: no satisfaction.

The Consultative Selling method is a proven sales process with tools that can transform your sales performance today. It creates a gratifying, win-win proposition for your customer and you.

"These win-win methods are how we do business. They are what sets us apart from our competitors and the reason why our customers rate us more highly in customer satisfaction than our peers. We have discovered the sales system solution that delivers what our customer needs." Paul Bryant, Senior Manager, Financial Services, Suncorp Metway Ltd. "Wilson Learning played a critical role in the reinvention of our sales force and our clients' perception of our value." Ron DeLio, Chief Operating Officer, Strategic Travel Solutions Division, Rosenbluth International

Relating Skills: The Key to Overcoming
Propriety	p. 26
Commonality	p. 28
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9789077256343
ISBN-10: 9077256342
Series: STAR BOOK SALES
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 160
Published: 21st April 2011
Dimensions (cm): 22.9 x 16.2  x 1.4
Weight (kg): 0.285