Publisher's Synopsis
Customers today have less time and more information than ever before. Products are harder to differentiate. No wonder salespeople are so critically important! Successful sales-people develop trust with customers and earn sustainable mindshare by linking valued 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 or 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 problem. 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 have 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 trans-form your sales performance today. It creates a gratifying, win-win proposition for your customer and you.
