In person Counselor Salesperson – Boston, MA 2025 (4/9-4/11)

Key Learnings and Outcomes

In this 3 day in person workshop you will explore the following key learnings leading to the following outcomes:

 Relating

You will learn how to be prepared for every call using Purpose – Process – Payoff and put yourself in the customers shoes to anticipate their questions, concerns and objections. You will be able to build trust at the beginning of a consultative relationship where the customer is more willing to share key information.

Discovering

A lost art in today’s fast paced sales world. Sales professionals often skip this important step in the sales process and move quickly to pitching their product and lowering price. You will learn the art of uncovering the customer’s current situation and desired outcomes (GAP Model) by asking Paired Questions and listening for key information before sharing a Discovery Agreement. Understanding customer needs before sharing a solution leads to larger sales while maintaining your margins.

Advocating

The Solution Advantage Benefit model provides a roadmap for developing proposals and presenting solutions that add value to the customer, with less objections and higher close ratios.

Supporting

You will learn how to reinforce and support the customer’s decision to buy and how to create very satisfied customers that are willing to refer you to others.