Going to market with unique, high-quality products and services is no longer enough to create a sustainable advantage. Succeeding in today’s no-nonsense business environment requires a sales force that can respond to customers’ business needs, priorities, and interest better than the competition. That means that salespeople must be able to quickly discover and understand the business issues related to strategy execution. And it all begins with a consultative selling approach – working closely with customers to solve real business problems.
Researched and developed by Wilson Learning, The Counselor Salesperson (CSP) is designed 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.
Relating – Your sales team will learn 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.
Discovering – Your sales team will learn how to understand the buyer’s needs by asking appropriate fact and feeling finding questions and learning how to listen and organize information and learning to get the buyer’s agreement on the true nature of the problem
Advocating – Your sales team will learn 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.
Supporting – Your sales team will learn how to reinforce and support the customer’s decision to buy. how to avoid and resolve dissatisfaction and how to ask for new business and referrals.
Enabling Improved Performance
CSP features various performance application, reinforcement, and support tools. These additional learning components – application exercises, job aid cards, implementation guides, electronic reinforcement tools, performance checklists – ensure that salespeople can hone newly acquired skills and behaviors upon returning to work. Involving sales managers early on, and training them to coach for improved performance, is also fundamental to a successful CSP implementation.
- Ability to quickly establish trust with any person in the buying process
- Ability to gain that person’s willing cooperation in sharing information
- Asking better questions leads to in-depth agreements with the buyer about the real nature and scope of the problem to be solved
- Ability to uncover buyer motives
- Ability to convince buyers that a particular offer is a valuable solution to their business problem
- Present effective presentations that target they buyer’s needs and motives
- Increase Sales and Close Ratios
- Ability to assure a high degree of customer satisfaction
- Ability to enhance the working relationship after the sale
|Session Length:||2 Day Programs available|
|Participant Materials:||Participant Guide, job aid card, eLearning follow-up modules|
The four module CSP program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach. NuVue Business Solutions works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.