The Counsellor Salesperson   

   Effective selling is really about helping people buy !!!

The Counsellor Salesperson  is a three-day seminar designed to help experienced salespeople (at least 6 months of experience) gain knowledge and skills about the dynamics of an effective sales approach.

This programme is about the buying process as much as it is about selling. It provides a win/win problem-solving approach to the sales relationship as it teaches the skills and concepts that build sales productivity at each step in the sales process. 

The selling/buying process is a dynamic interaction between a salesperson and a buyer, or buyers. The programme begins by developing the attitudinal basis for productive sales relationships. Participants are encouraged to develop a problem-solving mindset that sees the purpose of selling as solving the buyer’s problems. 

The Counsellor Salesperson treats the sales process as a four-step process: 

Relating

Participants learn the four factors that affect the buyer’s assessment of their credibility. They learn how to build trust by using empathy  to demonstrate their positive intent to solve the buyer’s problem. 

 

Discovering

Participants learn to work with buyers to develop a picture of the buyer’s current situation and the desired situation. They  learn to summarize the information gathering process in a Discovery Agreement that serves as the basis for moving the sales process forward toward a solution.

 

Advocating

Participants learn to use the assumptive attitude when asking for the business, and a process for responding to buyer resistance.

 

Supporting

Participants learn four classes of activities to help ensure that buyers experience satisfaction after the sale.

  

Summary

The central message of The Counsellor Salesperson is that the most efficient way to increase sales productivity is to use a problem-solving mindset to help buyers achieve customer satisfaction. 

        Upon successful completion of this programme, participants will be able to:   

	Recognise the opportunities for personal and professional growth through learning and on-the-job skill development.
	Approach buyers with a problem-solving mindset and win/win intent.
	Quickly and efficiently win the buyer’s trust by demonstrating credibility and communicating empathy for the buyer’s   situation.
	Use questioning and listening skills to conduct a thorough exploration of the buyer’s needs and all the factors that influence the buying decision.
	Use a structured Discovery Agreement as the basis for presenting a solution.
	Communicate how the buyer’s problem can be solved and make the strongest possible appeal to the buyer’s personal motivation.

 

Who Is The Counselor Salesperson For?  

Salespeople and customer support people who have face-to-face selling interactions with

               customers  

Salespeople and support people representing products or services from all industries

       Experienced salespeople who:  

	Have at least six months’ experience.
	Feel a need to increase the productivity in their accounts.
	Wish to develop the sales relationship and process into a competitive advantage
	Want to compete on the basis of customer satisfaction.
	Don’t want to compete on the basis of price.