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.
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