The Story
Differentiating your companys products and services in the marketplace is a big challenge these days. But a companys sales force can become a significant differentiator, and gain sustainable advantages, if it adopts the Counselor approach. A winwin mind and skill set, based on trust, problemsolving and sidebyside work between seller and customer, makes buying easy. And because the seller stays by the customer after the sale, the door opens for longterm, expanding business. Useful for both new and experienced salespeople. Readers learn to adopt the unique Counselor mindset. They avoid or successfully address the four key obstacles to buying, combining the mindset with Counselor selling techniques. Fortune 500 companies in 30 countries have benefited from Wilson Learnings Counselor approach to selling for years. The book gives the millionplus people who have taken Wilson Learnings Counselor Salesperson course a refresher, and gives others a powerful sales process. Larry Wilson, author of One Minute Salesperson and founder of Wilson Learning, wrote the foreword. Its indispensable for salespeople and sales managers. Models, charts, anecdotes, an index and other resources add to its immediate impact.
Description
Differentiating your companys products and services in the marketplace is a big challenge these days. But a companys sales force can become a significant differentiator, and gain sustainable advantages, if it adopts the Counselor approach. A winwin mind and skill set, based on trust, problemsolving and sidebyside work between seller and customer, makes buying easy. And because the seller stays by the customer after the sale, the door opens for longterm, expanding business. Useful for both new and experienced salespeople. Readers learn to adopt the unique Counselor mindset. They avoid or successfully address the four key obstacles to buying, combining the mindset with Counselor selling techniques. Fortune 500 companies in 30 countries have benefited from Wilson Learnings Counselor approach to selling for years. The book gives the millionplus people who have taken Wilson Learnings Counselor Salesperson course a refresher, and gives others a powerful sales process. Larry Wilson, author of One Minute Salesperson and founder of Wilson Learning, wrote the foreword. Its indispensable for salespeople and sales managers. Models, charts, anecdotes, an index and other resources add to its immediate impact.
