The Salesperson as Consultant
The counselor salesperson goes way beyond being the typical “persuader,” “features expert,” or “problem solver” professional. The counselor salesperson acts as a business consultant, adding value to the customer’s bottom line. He or she does this by understanding the customer’s business, industry, competitive landscape, buying behaviors, and business priorities, among others.
For more information, download our Sales Effectiveness White Paper.
The Counselor Salesperson™
The Counselor Salesperson is a foundational consultative sales training course that builds the skills and professionalism to sell, create, and maintain lasting sales relationships in competitive markets. The sales skills course introduces sales effectiveness as a definable and manageable consultative process in which there is a win/win interaction between the buyer and the seller.
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Profile Delivery Method Pre-work Sustainability Coaching Impact Analysis Recommended Instructor Led & E-learning Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, China, Europe, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. The Consultative Process™
This course focuses on client communication and business problem-solving skills. It is appropriate for all professional personnel whose work depends on having a strong consultative relationship with external or internal clients—including project managers, service engineers, consultants, managers, and any non-manager with special project responsibilities. Participants learn how to ask questions that uncover the real needs and interests of the client. They also learn how to present recommendations, facilitate decision making, and support client satisfaction with the accepted recommendation.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, China, Europe, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. Creating Competitive Business Solutions™
Creating Competitive Business Solutions is a series of modules offering proven business strategies that have been adapted as advanced sales effectiveness concepts, specifically related to today’s competitive marketplace. This sales skills course teaches marketing and sales professionals how to be real business consultants. Participants learn how to reposition their offer in accord with their customers’ business processes, buying styles, industry linkages, value chains, and critical success factors.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, China, Europe, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. Developing CCBS™
This sales training course enhances and demonstrates the value of CCBS. The format of the course is to review impact on sales effectiveness, share lessons learned and best practices from early implementation of the approach, provide feedback, coaching, and new ideas on pursuing strategic accounts.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led & E-learning No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Europe, and Australia. Available as part of the Wilson Learning Custom Offering in other parts of the world. Inbound Sales Excellence™
Inbound Sales Excellence is a sales and service training course designed for sales agents in an inbound call center environment who are responsible for cross- and up-selling. This sales skills course focuses on the challenges inherent in their unique selling environment. Participants learn efficient ways to discover customer needs and make compelling recommendations. In addition, they learn to enhance their comfort level and skills for handling customer objections so they can uncover all of the customer’s concerns and close the sale.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led & E-learning No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Europe, and Thailand. Available as part of the Wilson Learning Custom Offering in other parts of the world. Signature Service™ - The Key to Customer Satisfaction®
Signature Serviceis a service skills training course that teaches employees to satisfy the customer from the customer’s viewpoint. Signature Service focuses on understanding the customer’s condition at the onset of the interchange so each customer can be satisfied on an individual basis. The course teaches a process to gain satisfaction, and provides a method to gauge satisfaction.
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Profile Delivery Method Pre-work Sustainability Coaching Impact Analysis Recommended Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, China, Europe, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. Turning Information into Sales™
Turning Information into Sales improves sales effectiveness while teaching salespeople to differentiate on the basis of superior client knowledge. Participants will develop the essential ability to discover information needed to create highly satisfactory and compelling solutions. This sales training course expands listening skills into effective discovery—to uncover more information and use it to improve sales effectiveness.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, and Europe. Available as part of the Wilson Learning Custom Offering in other parts of the world. The Versatile Salesperson™
The Versatile Salesperson is one of Wilson Learning’s foundational sales effectiveness courses. Participants learn how to identify others’ Social Styles and temporarily adjust their own to communicate more easily and effectively with others. This sales training course applies versatility principles to the selling environment. Participants learn how to make their clients feel more comfortable by temporarily adjusting to how they prefer to receive information.
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Profile Delivery Method Pre-work Sustainability Coaching Impact Analysis Required Instructor Led & E-learning Yes Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, China, and Europe. Available as part of the Wilson Learning Custom Offering in other parts of the world.
Services
TopSalesperson Navigator™ (Web-based, multi-rater instrument)
This comprehensive 360-degree instrument rates the salesperson’s behaviors to key sales effectiveness competencies. Feedback and interpretation of the results are given in a development planning session, which can be facilitated live and in-person, or through a Webcast. The report includes a Development Planning Guide, with recommendations and resources to support developing or improving the highest-priority sales skills needed.
Learn more about our Services.Salesforce Compass™ - A Needs Analysis Survey (Web-based)
This simple-to-use needs analysis tool diagnoses the top development priorities of a sales organization across a range of key sales effectiveness competencies. Interpretation of the group-level results and recommendations for action are given in an executive debrief session, which can be facilitated live and in person, or through a Webcast. The report includes feedback regarding the effectiveness of various development approaches, what factors influence skill application, and specific recommendations for development resources and coaching.
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