Items related to Win-Win Selling: The Original 4-Step Counselor Approach...

Win-Win Selling: The Original 4-Step Counselor Approach For Building Long-Term Relationships with Buyers - Softcover

 
9789077256015: Win-Win Selling: The Original 4-Step Counselor Approach For Building Long-Term Relationships with Buyers
Softcover
ISBN 10: 9077256016 ISBN 13: 9789077256015
Publisher: Nova Vista Publishing, 2004

Synopsis

Whether you are a new or experienced salesperson, you can adopt the unique problem-solving Counselor mindset and avoid or address the four key obstacles to buying, using Counselor techniques: Relating -- create an open, trusting relationship as a base for solving problems. Avoids a lack of trust. Discovery -- bring out and understand your customer's problems, goals and visions, so you can create solutions together. Avoids a sense that the customer doesn't need your solutions. Advocating -- link your customer's problems and goals with the solution you jointly develop, then make your customer an internal advocate to help close the sale. Avoids the sense that you can't 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 feeling of no satisfaction. This process can produced measurable results starting the the first day you use it!

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About the Author

Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging organizations internationally, with operations in the US and 30 countries worldwide. Wilson Learning links human capability to business strategy through best-in-class experts, original and on-going research, and practical field experience. The company's integrated offerings include research, strategy implementation, assessment-based employee development, consultation and customization, learning resources, and leading edge multi-media.

Synopsis

Nearly four decades after Larry Wilson pioneered the Counselor Selling Approach, Wilson Learning shares the original concepts plus important refinements. A million salespeople worldwide know its profound power: putting the customer's business problems first and making the seller a trusted problem-solver. Both buyer and seller win, and salespeople feel fulfilled.

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Publisher
Nova Vista Publishing
Publication date
2004
Language
English
ISBN 10 
9077256016
ISBN 13 
9789077256015
Binding
Paperback
Number of pages
160