Detailed Description

The Counselor Salesperson
Purpose:
The Counselor Salesperson (CSP) is built around a 4-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. Participants discover that having a different attitude, or a Counselor Mindset, is the first step toward building long-term, win-win customer relationships.

Process:
At the completion of this course, participants will be able to:

1. Enter a consultative relationship with buyers and add value at each step of the buying process
2. Quickly establish trust with any person in the buying process and gain that person’s willing cooperation in sharing information
3. Gain an in-depth agreement with the buyer about the real nature and scope of the problem to be solved
4. Convince buyers that a particular offer is a valuable solution to their business problem
5. Assure a high degree of customer satisfaction and enhance the working relationship after the sale

Payoff:
Sales professionals are able to sell, create, and maintain lasting relationships that create a win/win interation between the buyer and the seller.

Target Audience:
Sales Professionals

Program Duration:
2 or 3 Day Programs Available