Sadly, many sellers are more interested in selling than in discovering and achieving a mutual benefit. It’s a riddle. The best sellers are often the best listeners. They’re not just waiting to speak. Instead, they’re interested in getting at what the client actually wants and needs. We call it Counselor Selling.

In a perhaps cosmic irony, we’ve discovered that you cannot teach someone to listen deeply until they are confident about their presenting skills. First teach them to speak, then to listen, then to consider and propose a solution. Once again working backwards seems to be the most effective way.

Having staked out your position as an accomplished listener, you may be granted the opportunity to help the client plan what happens next. The sequence Probe, Present, Plan^® characterizes the counselor’s unique style which begins with discovery and ends with decision.

Building and expanding upon the “Ready, Set, Go!^®” process, Counselor Selling is usually undertaken 14 to 18 months after Presenting For Results!^®.

Next Steps

Are you ready to put the power of presenting well, listening intently, and providing solutions in play? Contact us for next steps.