The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainab

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering dis

Most people love to buy but they hate being sold to. Salespeople who can "read" their customer's style and adapt to sell the way their customer wants to buy are

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary

Whether you are a new or experienced salesperson, you can adopt the unique problem-solving Counselor mindset and avoid or address the four key obstacles to buyi