The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainable success.

Whether you are a new or experienced salesperson, you can adopt the unique problem-solving Counselor mindset and avoid or address the four key obstacles to buying, using Counselor techniques: Relating -- create an open, trusting relationship as a base for solving problems. Avoids a lack of trust. Discovery -- bring out and understand your customer's problems, goals and visions, so you can create solutions together. Avoids a sense that the customer doesn't need your solutions. Advocating -- link your customer's problems and goals with the solution you jointly develop, then make your customer an internal advocate to help close the sale. Avoids the sense that you can't help. Supporting -- stick by your customer after the sale to ensure the customer feels the benefits of your solution and sees needs being met. Avoids the feeling of no satisfaction. This process can produced measurable results starting the the first day you use it!

Widely recognized as one of the most effective and powerful sales-improvementguides, "Selling to Win" has helped thousands of people improve their sellingskills.

"This book provides a comprehensive collection of research on current technological developments and organizational perspectives on the scale of small and medium enterprises"--Provided by publisher.