Counselor Salesperson 3 Day Workshop October 2019

Do your salespeople have the skills to retain customers and grow sales?

Today's business environment requires that salespeople be more skilled than ever.  To succeed in the new economy, salespeople need to be able to:

  • Outsmart the competition by adding value to a customer's business

  • Proactively deal with objections and delays

  • Gain a customer commitment to act on every sales call

  • Document critical customer points of motivation and key issues that will close the sale

  • Shift the sales process from price to value

  • Assure a high degree of customer satisfaction after the sale

Click Here for The Counselor Salesperson Fact Sheet

Counselor Approach Model


Day 1 -- October 15 -- 8:30 am to 5:00 pm

  8:30 AM            The Counselor Approach -- Approaching your customers with a problem solving mindset

10:15 AM            Break

10:30 AM            Relating -- Call planning

12:00 PM            Lunch

  1:00 PM            Relating -- Credibility/business relationships

  3:00 PM            Break 

  3:20 PM            Relating -- Strategy sessions

Day 2 -- October 16 -- 8:30 am to 5:00 pm

   8:30 AM           Discovering -- What's important to the customer

10:15 AM            Break

10:30 AM            Discovering -- Listening

12:00 PM             Lunch

   1:00 PM            Discovering -- Gaining agreement

   3:00 PM            Break

   3:20 PM            Discovering - Roleplays/strategy

 Day 3 -- October 17 -- 8:30 am to 3:00 pm

   8:30 AM            Advocating -- Linking your solution to their problems.

 10:15 AM            Break

 10:30 AM            Advocating -- Overcoming objections/Roleplays

 12:00 PM            Lunch

   1:00 PM            Supporting -- Adding value after the sale

   3:00 PM            Conclude


About the Facilitator

Bob Davis – Capping his own successful sales career, Bob works as a senior consultant for McCourt Associates. In that role as an account executive, Bob has been awarded the Wilson Learning “PaceSetter Award” for meeting established sales goals for 19 consecutive years. Working with sales professionals in a variety of industries, Bob has helped companies achieve greater success by shortening their sales cycle and increasing their close ratios. Bob has also been a guest speaker at Harvard & Boston University Graduate School of Business Management. Bob’s special expertise is in delivering motivational workshops at National/Global Sales Meetings. He has spoken in front of groups as large as 600 people in the U.S., Canada and Europe. (references)