The Sales & Counselor Selling Series

Wrap-Up and Next Steps

“Counselor Selling is all about allowing customers to disclose needs and building a relationship to meet those needs. It’s the ultimate ‘Fusion’ of service with selling.” — Jennifer StJohn

Over this past year, we shared key concepts that address vital elements of sales and business success. The series was broken down into six sections:

1. Overview, Introduction and Foundation
2. Probing
3. Presenting
4. Planning
5. Managing a Sales Practice & Building Relationships
6. Series Wrap-up and Next Steps

After the overview and introduction to the series, your Counselor Selling^SM journey began with Probing — getting to the core of what your prospect or client needs. This requires you to be accomplished at both asking questions and really listening to the responses.

Then we covered Presenting — offering an array of options for clients and prospects to consider in a memorable and repeatable way.

Then you learned about offering a Plan that could close the deal with a solution serving not only the immediate needs of the prospect, but offering an avenue for future business.

By using this process, you can create the basis for a long-term business relationship built on trust and value.

To help ensure your far-reaching success we then covered some concepts for Managing your Sales Practice and Building Relationships.

If you would like to review everything covered (or catch up on articles you might have missed), here are links to every article in the series:

Overview, Introduction and Foundation of the Sales & Counselor Selling Series

• The Sales & Counselor Selling^SM Series – In Praise of “Counselor Servant Sellers”
• Sales and Ethics – Importance of dealing with each other honestly and ethically.
• Creating Empty & Full – Allowing your prospect time and space to consider.
• Ask Permission! – Before you probe, before you present, before you plan…
• What is Counselor Selling? – Listening, building trust, and digging deeper to discover what prospects, clients or colleagues really want.

Probe

• Able to Listen – The art of Probing begins with listening. 
• Withstanding the Silence – How to ask thoughtful questions and wait for an answer.
• Structured Listening  – Direct your conversations to produce real results.
• Listen Your Way to a Sale – The art of becoming a valuable ally and trusted advisor…
• Management v. Leadership (in a crisis) – Although not part of the series, we discuss the challenges brought about by the pandemic
• Interchange – Get the results you want through and with the assistance of others.
• The Whole of It! – The power of focused attention and clearly focused intention…
• Shut Up and Sell – How to uncover your prospect’s mood, situation, and interests.
• Be Still – When everyone is talking, it’s the listeners who distinguish themselves.
• Things Change – Change is the order of the day for individuals, business, and world events.
• Dirty Lens – Don’t let your assumptions cloud your judgement.
• Attention must be paid – Utilizing your valuable “Attention particles” …    
• Engaged Receptivity – Actively creating space for the other person’s thoughts…
• Tabula Rasa – The power of creating a clear mental space before approaching the sale.
• Do Your Homework  – Another piece of the puzzle: uncovering all the facts.

• Poised for Outrage – The choice to listen and respond vs. reacting
• Probing Wrap-Up, Bridge to Presenting

Present

• One Discipline – Having listened, this is how to offer the best options.
• Self-Important – It’s not about you, it’s about them.
• The Beginning of Wisdom… – Although not part of the series, this is a timely reminder about the need for clear, agreed upon definitions in all communication.
• Creating Empty and Full – The process of building trust…
• Too Much Starch? – The power and importance of structure.
• You Can Change the World – Ensure that your habits of thought, speech, and action serve you and not hold you back.
• Beren and the Elders – The process that helps achieve the best outcome possible.
• Small Thing? Big Thing! – How seemingly small things can have a winning impact, especially when Pitching for business.
• Think & Do! – Have a clear objective and know why your prospect would agree.
• Red or Black – The art of being a consummate pro in every communication.
• Presenting Wrap-up, Bridge to Planning

Plan

• Then What? – Present a clear and decisive next step for your prospect or client.
• Enough Already! – It’s not about when you’re done, but when the listener is sold.
• Don’t Look at the Scoreboard – Your purpose is to Act, Counsel, Serve, and Sell!
• Afraid to Ask? – Knowing if it’s a yes or no, helps you move on. Don’t be afraid to ask!
• Plan Wrap-up, Bridge to Managing Sales Practice & Building Relationships

Managing Sales Practice, Building Relationships, and Series Wrap-up

• The Hidden Good – Focusing on the positive, while seeking the best from yourself and from others.
• Working the Fields – Becoming the master of travel, content, and data in your practice.
• Making & Keeping – The heart and soul of a successful sales practice.
• The Wisdom of Fusion – Fundamental concepts for your long-term sales and business success.

 
Remember… Probe, Present, Plan^® characterizes the counselor’s unique style which begins with discovery and ends with decision. And the cycle repeats itself…for a lifetime.

All in all, it’s a new way of thinking. We invite you to continue to test the concepts we presented both professionally and personally. Put the power of presenting well, listening intently, and providing solutions in play. If you haven’t experienced our Counselor Selling session, consider it for 2021.

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