Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships
The Sales & Counselor SellingSM Series
“You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!”
—Jennifer R. StJohn
In the Sales & Counselor Selling series we’ve covered the basics of the Probe, Present, Plan® process.
Your Counselor SellingSM journey started with Probing — getting to the core of what your prospect or client needs, followed up with additional questions and conversation.
You Presented an array of options for them to consider in a memorable and repeatable way.
Then you offered 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 create the basis of a long-term business relationship built on trust and value. Now, you have an understanding of the Probe, Present, Plan® process. What else can help support your success? Stay tuned for the final section of the Sales & Counselor Selling series: Managing your Sales Practice and Building Relationships.
In the meantime, to review (or catch up on articles you might have missed), here is what we covered so far:
Probe
- Probing Wrap-Up, Bridge to Presenting (with links to all articles in the Probing section)
Present
- Presenting Wrap-up, Bridge to Planning (with links to all articles in the Present section)
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!
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.
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