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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 |
| Relating 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 |
| Discovering 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 |
| Advocating 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 |
| Supporting 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
Check out our case studies.
WinSource Group can customize implementation based on what’s right for your organization.
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.
Face-to-Face
Workshops
Virtual
Workshops
Self-Paced
eLearning
