Item specifics
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Condition
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Very GoodA book that does not look new and has been read but is in excellent condition. No obvious damage to the cover, with the dust jacket (if applicable) included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear. See the seller’s listing for full details and description of any imperfections. See all condition definitionsopens in a new window or tab
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Seller Notes
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Binding
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Paperback
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Weight
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0 lbs
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Product Group
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Book
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IsTextBook
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No
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ISBN
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9789088720017
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Book Title
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Win-Win Selling – New Revised Edition : The Original 4-Step Counselor Approach for Building Long-Term Relationships with Buyers
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Publisher
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NOVA Vista Publishing
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Item Length
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9.1 in
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Publication Year
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2007
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Format
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Trade Paperback
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Language
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English
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Item Height
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0.4 in
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Genre
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Business & Economics
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Topic
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Customer Relations, General, Sales & Selling / General
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Item Weight
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10.1 Oz
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Item Width
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6.2 in
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Number of Pages
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160 Pages
Win-Win Selling: Turning Customer Needs Into Sales by Wilson, Larry
About this product
Product Identifiers
Publisher
NOVA Vista Publishing
ISBN-10
9088720010
ISBN-13
9789088720017
eBay Product ID (ePID)
61323772
Product Key Features
Book Title
Win-Win Selling – New Revised Edition : The Original 4-Step Counselor Approach for Building Long-Term Relationships with Buyers
Number of Pages
160 Pages
Language
English
Publication Year
2007
Topic
Customer Relations, General, Sales & Selling / General
Genre
Business & Economics
Format
Trade Paperback
Dimensions
Item Height
0.4 in
Item Weight
10.1 Oz
Item Length
9.1 in
Item Width
6.2 in
Additional Product Features
Intended Audience
Trade
Synopsis
Customers today have less time and more information than ever before. Products are harder to differentiate. No wonder salespeople are so critically important! Successful sales people develop trust with customers and earn sustainable mindshare by linking valued information to the customer’s business problems and their own offering. Selling becomes a fulfilling job because both they and the customer win. Whether you are a new or experienced salesperson, you can adopt the unique Counselor mindset. You will avoid or successfully address the four key obstacles to buying, combining the mindset with Counselor selling techniques: Relating-Create an open, trusting relationship with your customer as a base for solving problem. Avoids the first obstacle: no trust. Discovery-Bring out and understand your customer’s problems, goals and visions, so you can create solutions together. Avoids the second obstacle: no need. Advocating-Link your customer’s problems, goals and visions with the solution you’ve jointly developed, then make your customer an internal champion to help you close the sale. Avoids the third obstacle: no 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 fourth obstacle: no satisfaction. The Consultative Selling method is a proven sales process with tools that can transform your sales performance today. It creates a gratifying, win-win proposition for your customer and you. Book jacket., Differentiating your company’s products and services in the marketplace is a big challenge these days. But a company’s sales force can become a significant differentiator, and 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. 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 30 countries have benefited from Wilson Learning’s Counselor approach to selling for years. The book gives the million-plus people who have taken Wilson Learning’s Counselor Salesperson course a refresher, and gives others a powerful sales process. 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.
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