Corporate / Group Training

The Counselor Salesperson

Wilson Learning, In Worldwide
2-3 Days
Next course start
Inquire for more information See details
2-3 Days
Next course start
Inquire for more information See details
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Course description

The Counselor Salesperson

Remaining viable in today’s highly competitive business environment requires salespeople who can respond to customers’ business needs, priorities, and interests better than the competition. Salespeople must be able to quickly discover and understand the business issues related to strategy execution. It begins with a consultative selling approach—working closely with customers to solve real business problems.

The Counselor Salesperson establishes a basic philosophy of selling with a proven and easily understood approach. This win-win approach to selling emphasizes problem-solving from the customer’s point of view. Implementing this four-step consultative selling process enables your salespeople to transition from simply conducting transactional sales to solving real problems that add value to the client’s business.

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Upcoming start dates

1 start date available

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  • On-site
  • Worldwide

Who should attend?

This program is a must for new and experienced sales professionals to develop a “selling to value” mindset. This customer-centered approach promotes productive sales relationships while helping organizations differentiate themselves through their salesforce.

Training content

The Counselor Salesperson focuses on adopting a Counselor Mindset—a mindset that builds profitable, long-term, customer-valued relationships. Your salespeople will be able to:

  • Relate and establish trust with the customer and earn the customer’s cooperation in sharing information
  • Discover key insights that provide deep understanding into the real nature of the customer’s business problem
  • Advocate solutions that address the customer’s problem and demonstrate business value, uncover concerns and resolve objections, and move the buying process forward
  • Support the customer by reinforcing the customer’s decision to buy, avoid dissatisfaction, and ensure an enhanced working relationship after the sale

The Wilson Learning Advantage—Ensuring Learning Is Applied for Improved Performance

For any program to be effective, learning must be transferred to day-to-day work practices. To achieve this, a variety of performance application, reinforcement, and support tools are essential for any successful learning implementation. The following tools, activities, and components ensure skills are learned, applied, and coached to for improved performance:

  • Pre-workshop communication to accelerate the readiness of both participants and managers
  • Learning designed for maximum transfer of new skills, with flexible delivery options (options vary by program)
  • Automated learner and manager reinforcement and application activities to ensure participants hone newly acquired skills, use them on the job, and managers effectively coach for sustained results

This program can be taught by a Wilson Learning facilitator or by an organization’s own leader-trained in-house professional.

Related Tools

Organizations that partner with Wilson Learning have access to additional services to address their unique needs, including:

  • Implementation consulting
  • Assessment and measurement
  • Evaluation of performance impact


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Wilson Learning
8000 W 78th St, Suite 200
55439 Edina MN

Wilson Learning

Our work with thousands of organizations has taught us that every organization is uniquely shaped by its history, culture, mission, values, lore, leadership, and, ultimately, its people. Every organization has a pulse. For 50 years, Wilson Learning has partnered with...

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