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Counselor Salesperson™

How do you align your team, create a consistent customer experience, and increase repeatable results? A Sales Methodology provides your team with guiding principles for how to positively engage clients throughout the sales process. The Counselor Salesperson™ is an award-winning training program that teaches salespeople a leading methodology for selling services that create long-term partnerships.

Rather than closing transactional deals, we teach salespeople to focus on solving real business problems. It all begins with a Counselor Mindset and the commitment to add value with every interaction with the customer or prospect.

Common language. Repeatable process. Consistent customer experience.

Program Overview

The Counselor Salesperson™ (CSP) uses a four-step consultative selling process that builds profitable, long-term customer relationships. The program provides a win-win approach to selling that emphasizes problem solving from the customer’s point of view.

Modules: Key Learnings Are…Your Salespeople Will…
Counselor Mindset
How to understand the selling process as a function of the buying process and learning how to see the role of the salesperson as a consultant or counselor
Be able to enter a consultative relationship with buyers and add value at each step of the buying process
How to build trust at the beginning of a consultative relationship; how to establish credibility, express empathy, and come to agreement on the purpose, process, and payoff of the relationship
Be able to quickly establish trust with any person in the buying process and gain that person’s willing cooperation in sharing information
How to understand the buyer’s needs by asking appropriate questions and learning how to listen and organize information to get the buyer’s agreement on the true nature of the problem
Be able to gain an in-depth agreement with the buyer about the real nature and scope of the problem to be solved
How to develop and present solutions that clearly address and solve the customer’s business problems; how to bring out concerns, resolve objections, and agree on next steps
Be able to convince buyers that a particular offer is a valuable solution to their business problem
How to reinforce and support the customer’s decision to buy; how to avoid and resolve dissatisfaction; how to ask for new business and referrals
Be able to assure a high degree of customer satisfaction and enhance the working relationship after the sale

The Counselor Salesperson™ Fact Sheet

WinSource Group can customize implementation based on what’s right for your organization.

Initial Interviews

Our experienced sales practitioners and facilitators are skilled at incorporating your language and real-life customer examples into the training classes. Whether we have years of experience applying CSP to your industry or you are trailblazing in bringing a consultative approach to your field, we take the time to get to know your customer buying journey, challenges, and how to incorporate these skills into everyday customer interactions.

Customization & Planning

A differentiator of working with WinSource Group is our ability to customize both the content and delivery platforms based on your organization’s needs. We can deliver an out-of-the-box event, or we can collaboratively design a program to meet the needs of your company’s strategy and culture.

Executive Kick-Off

Research shows that executive sponsorship has a huge impact on adoption. We tee you up to communicate the significance and benefits of each training initiative to help ensure your ROI.

eLearning Modules/Virtual Learning

Sometimes, self-paced learning is the best way to expose learners to concepts and new language before coming together to apply them to real-life.

In-Person Application Workshop

With a focus on role-play exercises and stories, we help learners apply their new skills to real-life situations, preparing them for success in the field.

Manager Coaching

Teaching Sales Managers how to coach increases learning effectiveness up to 41%. We teach managers what to look for and how to have productive coaching conversations that help their team develop their skills (rather than jumping in).

Best Practice Check-Ins

One way to reinforce learning and ensure the skills are used is to learn from each other. We often facilitate Best Practices virtual meetings where learners share successes and challenges they have experienced in the field. It’s a great opportunity for visibility for high-performers, high-fives, and helpful advice.

Ongoing Reinforcement

Depending on your organization’s needs, we’ll help prepare you to continue to keep the skills alive, foster a consultative sales culture, and ensure long-term results and ROI.

Counselor Selling in a Virtual Environment

Are you connecting with more prospects and customers virtually?

Zoom meetings and Teams calls don’t change what buyers need in order to feel confident in their buying decisions, but they do change the tools we have available to guide the buying process. Through this interactive virtual course, we work through how to apply The Counselor Salesperson™ (CSP) approach using technology to actively engage buyers.

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Self Placed eLearning


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Ready to Get Started?

Ready to get started? Let’s talk about the training and delivery that might be right for you.