Probing Wrap-Up, Bridge to Presenting

The Sales & Counselor Selling^SM Series

“The challenge isn’t knowing what to say, or sell, but to ‘withstand the silence’ that comes when you ask a thoughtful question.”
– Jennifer R. StJohn
Speaker, Consultant, Executive Counselor
Founder of The Fusion Group
(1952 – 2018)

During the past months we discussed the Probing process which starts with listening.  When you’re able to listen and understand, both you and your client reap greater benefits.  Our hope is that by using this process and the ones to follow, you will become more powerful in your practice and deliver results for your clients.  It’s a new way of thinking and we invite you to continue to test the concepts we present both professionally and personally.

The next segment of the Sales & Counselor Selling series deals with Presenting, which we begin next week. In the meantime, to review what’s been covered so far (or catch up on articles you might have missed), here is the Probing section with links to every article:

Probe

• The Sales & Counselor Selling^SM Series – Introducing the series, including “In Praise of Counselor Servant Sellers.”
• Sales & Ethics – The critical role of ethics in the sales process; and an illustration.
• Creating Empty & Full – Introducing a key component of the counselor’s art.
• Ask Permission – A sometimes overlooked aspect of successful sales.
• What is Counselor Selling^SM? – A nuanced approach to building long-term relationships.
• 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.
• 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.
• 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.

As mentioned above, we begin with the Present section next week.

Then, after we complete the Present section, we’ll cover the following sections:

• Plan – The Planning Process
• Managing a Sales Practice & Building Relationships
• Series Wrap-up.

During this series we also may include other important sales topics such as pitching, story development, branding, sales literature, ethics, and other sales communication concepts.

Now or later, should you wish to go deeper into these ideas and concepts, contact The Fusion Group at 954-377-1550 to learn more.

We hope you continue to enjoy and profit by our Sales & Counselor Selling Series. Looking forward to seeing you next week as we begin the Present section.

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