Win-Win Selling, 3rd Edition: Turning Customer Needs into Sales

by Larry Wilson (Foreword by)

Overview

Differentiating your company's products and services in the marketplace is a big challenge these days. But a company's sales force can gain sustainable advantages if it adopts the Counselor approach. A win-win mind- and skill-set, based on trust, problem solving and side-by-side work between seller and customer, makes buying easy. And because the seller stays by the customer after the sale, the door opens for long-term, expanding business. This book is useful for both new and experienced salespeople. Readers learn to adopt the unique Counselor mindset. They avoid or successfully address the four key obstacles to buying, combining the mindset with Counselor selling techniques. Fortune 500 companies in thirty countries have benefited from Wilson Learning's Counselor approach to selling for years. Larry Wilson, author of One Minute Salesperson and founder of Wilson Learning, wrote the foreword. It's indispensable for salespeople and sales managers. Models, charts, anecdotes, an index, and other resources add to its immediate impact.

Product Details

ISBN-13:	9789077256343
Publisher:	WinSource Publishing
Publication date:	12/15/2011
Series:	Wilson Learning Library Series
Edition description:	New Edition
Pages:	160
Product dimensions:	6.20(w) x 8.90(h) x 0.50(d)

About the Author

Larry Wilson founded Wilson Learning and has remained a noted authority on sales excellence for decades.

Table of Contents

1813 The Four Obstacles to Buying 1813 Rel

1913

1913 Advocati

2013

2013 Counselor Selling in Action

A True Win-Win Solution 2111

Relating Skills: The Key to Overcoming

2212 Time, Tension, a

2312 Close the Credibility Gap 2513

Propriety 2613 Competence 271

Commonality 2813 Intent 3

Prove Your Good Intentions with the 3 Ps 3212 Build Empath

3312

3511

Discovering the

Discover

3712 Tweaking

3912 Shining a Light on U

4212 Digging Into the Gap: The Discove

4312 Discovery's Vital Engine

4512 Two Ears, One Mo

Don't Overlook Purchase Influenc

5212 Avoid These Discovery Faux Pa

5412 Why They Buy: Identifying Task and Personal Mot

5612 And Now, for the Weather Report 6011 4 A

6312 Section 1 The

6313 Balancing

6513 Avoiding Irrelevance 6713 The SAB Alt

7013 The Dangers of Fast-For

7212 Section 2 T

7413 Ada

7613 Winn

Gathering Competitive Intelligence 8313 How "Wo

8413 The Third-Par

8713 Ingredients of

8812 Sectio

Handling Objections and Closing 9013

Using the Assumptive Close 9113 Managing Y

9413 The LSCPA Model: Underst

9613 Handling the

10213 Appealing to the Buyer's

10313 Appealing to

10611 5 Supportin

11212 The "No Hurry" Phenomenon 11312 The Zo

11412 Helping vs.

116

The First Pillar: Supporting the Buying

11713 The Second

12013 The Third Pillar: Proact

12113 The Fourth Pillar: Enh

12512 Adding Value Through Expe

12811 6 Counselor Selling in Ac

13012 Your Client is Just Comparing Prices 13012 Your

13312 Your Non-Profit R

13512 You Run into Gatekeepers 13

Your Client's Budget Suddenly Gets

13912 Your Company May Be Bought Soon

Your Client Buys Through a Purcha

14412 Your Client is Setti

14612

You Sell in a Declining Industry

You Sell for the First Time in a New Culture 15

Resources 15401 Contributors 15601 Index 1