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Redefine Sales Success with a Solution- Driven Sales Approach
Going to market with unique, high‐quality products and services is no longer a guarantee that sales will be made and accounts will be retained. Remaining viable in today’s business environment requires salespeople who can respond to customers’ business needs, priorities, and interests better than the competition. It all begins with a Counselor Mindset and the commitment to add value with every interaction with the customer or prospect—working closely with customers to solve real business problems.
Who can Take Advantage of This Program?
This program is ideal for professionals in sales or client-facing roles seeking to enhance their ability to address customer needs. By developing a Counselor Mindset, participants will learn to foster collaboration and build stronger relationships, ultimately driving better business outcomes.
The Counselor Approach Model
The Counselor Salesperson™ uses an approach that helps salespeople transition from simply making transactions to solving real business problems.
Results You Can Achieve
The Counselor Salesperson™ establishes a basic philosophy of selling with a common and easily understood approach. The program provides a win‐win approach to selling that emphasizes adding value, from the customer’s point of view, at each stage of the sales process. The Counselor Salesperson™ ensures that the salesperson’s approach is integrated with the buying process in a way that is truly collaborative.
3X
Sales Revenue Attributed to the Counselor Skills.
27%
Increase in Revenue Attributed to The Counselor Salesperson™ Program.
92%
Handled Objections, Increased Proposals & Closed Deals.
Results You Can Achieve
The Counselor Salesperson™ establishes a basic philosophy of selling with a common and easily understood approach. The program provides a win‐win approach to selling that emphasizes adding value, from the customer’s point of view, at each stage of the sales process. The Counselor Salesperson™ ensures that the salesperson’s approach is integrated with the buying process in a way that is truly collaborative.
3X
Sales Revenue Attributed to the Counselor Skills.
27%
Increase in Revenue Attributed to The Counselor Salesperson™ Program.
92%
Handled Objections, Increased Proposals & Closed Deals.
The Three Pillars of Sales Transformations
To ensure improved performance, Wilson Learning believes that your salespeople must gain new perspectives on their role, along with acquiring new skills and tools in order to take responsibility for driving improved results.
Learning is as much about acquiring new attitudes, or mindsets, about your job as it is about skills. For example, a salesperson can learn new question Using skills, but until they believe differently about who they are as a salesperson, what they are trying to accomplish, and why that requires them to change, there will be limits to their perception of the value of these skills.
It is not enough to just convince salespeople that they need to think and act differently; they need to learn specific skills, behaviors, and have a process to turn it into reality. If you want real change in job performance, both new perspectives and new skills are required.
New skills will not be applied on the job without tools and procedures to support their use. We believe it is critical to support every new skill with tools, job aids, and reinforcement to help people apply these skills.
Learning is as much about acquiring new attitudes, or mindsets, about your job as it is about skills. For example, a salesperson can learn new question Using skills, but until they believe differently about who they are as a salesperson, what they are trying to accomplish, and why that requires them to change, there will be limits to their perception of the value of these skills.
The Performance Improvement Journey
Effective individual development requires more than isolated training events; it demands a structured series of activities that build upon each other to foster skill application.
This integrated approach embeds The Counselor Salesperson™ methodology into your selling practices, significantly enhancing the customer buying experience. To discover how we ensure learning is reinforced and applied for improved performance, read more about our Learning Journeys.
Track, Measure, and Maximize Sales Performance
Organizations that implement The Counselor Salesperson™ have access to many measurement and support tools, including planners to track sales efforts and win-loss reviews to track the actual impact of Counselor Selling skills on real sales performance. Wilson Learning will partner with your organization to measure the initial behavioral changes and business results. We will work with you to set up evaluation systems that help improve outcomes and sustain the momentum of your implementation.
To learn more about measuring the impact of learning, visit Measurement.
Sales Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Sales Training
Virtual Instructor-Led Sales Training
On-Demand Blended Learning
Train-the-Trainer
Sales Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Sales Training
Virtual Instructor-Led Sales Training
On-Demand Blended Learning
Train-the-Trainer
Additional Support Resources
Wilson Learning’s optional Customer Relationship Inventory™ assessment instrument uncovers what customers really think about an organization’s salesforce. To view our current public workshops for this program, visit Workshops.
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