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Counselor Mindset
How to understand the selling process as a function of the buying process. How to see the role of the salesperson as a consultant or counselor.
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Be able to enter a consultative relationship with buyers and add value at each step of the buying process.
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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
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Be able to quickly establish trust with any person in the buying process and gain that person’s willing cooperation in sharing information.
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Discovering
How to understand the buyer’s needs by asking appropriate fact and feeling finding questions. How to listen and organize information. How to get the buyer’s agreement on the true nature of the problem.
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Be able to gain an in-depth agreement with the buyer about the real nature and scope of the problem to be solved.
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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.
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Be able to convince buyers that a particular offer is a valuable solution to their business problem.
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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.
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Be able to assure a high degree of customer satisfaction and enhance the working relationship after the sale.e sale
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