Cornerstones features the writings of Jennifer StJohn and the Fusion Group editorial team. Enjoy these insightful and engaging essays for a different take on business, life and the pursuit of success and serenity.
Able to Listen
The Sales & Counselor SellingSM Series
Editor’s note:
This week, we begin our discussion of 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, you will become more
What is Counselor SellingSM ?
The Sales & Counselor SellingSM Series
“Listen. Serve. Repeat.”
—Jennifer StJohn
Editor’s Note: If you’re not a salesperson you may be wondering if the ‘Sales & Counselor Selling Series’ applies to you. We suggest
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Ask Permission!
The Sales & Counselor SellingSM Series
“Personally, I’m always ready to learn, although I’m not always ready to be taught.”
—Sir Winston Churchill
Before you probe, before you present, before you plan…
Creating Empty & Full
The Sales & Counselor SellingSM Series
“You must empty a box before you can fill it.”
—Irish Proverb
Creating Emptiness: The Counselor’s Art
Sales and Ethics
The Sales & Counselor SellingSM Series
The word “Sales” can certainly conjure up a myriad of negative images and experiences. Pushy. Aggressive. Someone getting you to buy something you don’t want. Yet “Sales” in its true form, happens every day. For example, we’re selling when
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