Win-Win Selling : The Original 4-Step Counselor Approach for Building Long Term Relationships with Buyers

At last, nearly four decades after Larry Wilson pioneered the Counselor selling approach, here's the book that gives you the original concepts plus important refinements. A million salespeople who use the Counselor method will tell you it's profoundly revolutionary and powerful. That's because it puts the customer's needs and problems first. As a Counselor seller, you become a trusted problem-solver for your customers. Both you and your customer win. And you're not only successful -- you feel fulfilled. Hundreds of the world's most respected corporations worldwide use Wilson Learning's Counselor Salesperson method today to win and maintain sales superiority. In this quick-reading book, you learn how to adopt the Counselor mindset and develop the skills that make selling a win-win process for the buyer's organization and your own. This makes it extra hard for competitors to take future business away, and gives you a powerful, sustainable advantage in today's super-competitive marketplace. A foreword by Larry Wilson, schematic models and diagrams, quotes from the field, practical applications, real life lessons, an index, and further resources ensure that you really will master the Counselor method. Book jacket.