Win-Win Selling: Turning Customer Needs Into Sales

by Wilson Learning Library

Customers buy to meet some kind of need. If you can discover those needs, you make buying easy, and both you and the customer feel satisfied. This Counselor sales approach, used by hundreds of thousands of successful salespeople for decades, starts with Relating - building a foundation of trust. Only then can problem-solving Discovery reveal the customer's needs. Advocating closes the sale, with the customer's input and commitment. Support both ensures that critical follow-through is done, and sets the stage for the next sale.

160 pages, Kindle Edition

First published February 15, 2003

Reviews

[Shawn Lacagnina · Rating 3 out of 5]

An introduction into the Counselor Approach of selling... a Win-Win solution. Overall, I enjoyed this read. There is good use of analogies to drive home concepts, such as a bicycle, and great use of stories to help remember processes - aka the Duffy! The depth of Discovery is very well done. This book gives every sales pro a foundation to build on.

[Laura · Rating 4 out of 5]

This is a great book to take the 'salesman' out of being in sales. I am not in sales, however I also found I could take these principals and apply it to just about any goal I have that involves other people, family, friends, coworkers, or bosses. This is a gem of a little book!!