The Perception of a Difference

Wes Zimmerman . Wes Zimmerman

Moving from Peddler to Counselor

Chapter 8 – Moving from Peddler to Counselor
One element of customer care and becoming a sales counselor is listening without interrupting… allowing the customer to look at their own business from a different viewpoint.

Ask questions to learn about the prospect’s needs and wants. When answering the questions, the prospect’s mind was forming new insights and ideas. The results to the customer came from combining those ideas and implementing them.

Learn why these four steps are essential:

Do not think about your commission
Listen to your peers, and learn from their stories
Complete your research
Take notes

Moving From Peddler To Counselor:
The process is as easy as it sounds. With business marketing, small business marketing, and business-to-business marketing; develop three questions that will make the prospect think about problems they haven’t noticed. In this chapter on moving from peddler to counselor, you will learn marketing strategies that will help you to develop these questions.

“Six weeks ago I didn’t know I had a problem, and now I’m buying the solution.”
-- The Customer

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ISBN 0-9760307-0-5 - Hard Cover, 305 Pages

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