Item description for Win-Win Selling: The Original 4-Step Counselor Approach For Building Long-Term Relationships With Buyers (Wilson Learning Library) (Wilson Learning Library) by Larry Wilson...
Models, charts, samples and stories make it easy reading and practical. Used by Caterpillar, Pfizer, USB and other Fortune 500 companies. 18 illustrations. Intense competition and tough times make selling an even bigger challenge than it was before. But with the Counselor Approach, salespeople work alongside customers in a partnership that produces wins for both. Throughout the Relate-Discover-Advocate-Support process, the salesperson builds trust and becomes a valued advisor who helps the customer solve business problems and reach goals. A fast-reading text rich with cases, conceptual models and an applications chapter make it easy to adopt the approach. More than 500,000 North American graduates of the Counselor Salesperson course will find this a valuable refresher, and for new readers it will be an eye-opener.
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Studio: Nova Vista Business
Est. Packaging Dimensions: Length: 9" Width: 6.3" Height: 0.5" Weight: 0.65 lbs.
Release Date Jun 15, 2007
Publisher Nova Vista Business
ISBN 9088720010 ISBN13 9789088720017
Availability 0 units.
More About Larry Wilson
Larry Wilson founded Wilson Learning and has remained a notedauthority on sales excellence for decades.
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