Cornerstones (Blog)

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.

Withstanding the Silence

The Sales & Counselor Selling Series

“The challenge isn’t knowing what to say, or sell, but to “withstand the silence” that comes when you ask a thoughtful question.”
– Jennifer R. StJohn
Speaker, Consultant, Executive Counselor
Founder of The Fusion Group
(1952 – 2018)

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Able to Listen

The Sales & Counselor Selling Series

Editor’s note: During the following months we’ll cover all aspects of Counselor Selling℠.  This week, we begin our discussion with the Probing process… which starts with listening.  When you’re able to listen and understand, both you and your client

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What is Counselor SellingSM?

The Sales & Counselor Selling 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 Yes!  As

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Ask Permission!

The Sales & Counselor Selling 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…

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Creating Empty & Full

The Sales & Counselor Selling Series

“You must empty a box before you can fill it.”
—Irish Proverb

 
Creating Emptiness: The Counselor’s Art

It’s not about having

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