Win-Win Selling, 3rd Edition: Turning Customer Needs into Sales (Wilson Learning Library)
"We've used the Counselor method for more than 20 years and have thousands of graduates of the course. Our mission is To be the best in the eyes of our customers, employees and shareholders, which means Do what is right, Do the best you can, and Help customers, employees and shareholders get what they want. The Counselor method has been and continues to be the CORE of our way of accomplishing our mission." --Ed Gilbertson, Manager, Sales & Management Training, Trane, An American Standard Company"I found the Counselor Salesperson's work very suited to our organization as a business to business enterprise because it emphasizes the need to understand the customers' critical success factors, provides a basis for being a credible supplier, and allows for partnership opportunities with our customers." --Peter Nash, National Sales Leader, BHP Steel, Australian Building and Manufacturing Markets