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The Counselor Salesperson

The Counselor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. The Counselor Salesperson focuses on adopting a Counselor Mindset, a mindset that builds profitable, long-term customer relationships.

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 problem solving from the customer’s point of view.

, McCourt Associates

Module Overview

Counselor Mindset

How to understand the selling process as a function of the buying process and learning how to see the role of the salesperson as a consultant or counselor

Salespeople will: Be able to enter a consultative relationship with buyers and add value at each step of the buying process


How to build trust at the beginning of a consultative relationship; how to establish credibility, express empathy, and come to agreement on the purpose, process, and payoff of the relationship

Salespeople will: Be able to quickly establish trust with any person in the buying process and gain that person’s willing cooperation in sharing information


How to understand the buyer’s needs by asking appropriate questions and learning how to listen and organize information to get the buyer’s agreement on the true nature of the problem

Salespeople will: Be able to gain an in-depth agreement with the buyer about the real nature and scope of the problem to be solved


How to develop and present solutions that clearly address and solve the customer’s business problems; how to bring out concerns, resolve objections, and agree on next steps

Salespeople will: Be able to convince buyers that a particular offer is a valuable solution to their business problem


How to reinforce and support the customer’s decision to buy; how to avoid and resolve dissatisfaction; how to ask for new business and referrals

Salespeople will: Be able to assure a high degree of customer satisfaction and enhance the working relationship after the sale

Delivery Method

This 4 half-day course is delivered virtually using the Zoom platform. This platform allows for high participant interactivity through polls, break out rooms and chats.

Course Registration

Who Should Attend

Sales professionals, sales managers, account executives, inside sales representatives and anyone involved in sales processes and would benefit from the Counselor Salesperson seminar.

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