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Even the most unique, innovative products and services have limited stand-alone appeal. To get more wins and build customer loyalty, salespeople need to earn the role of trusted advisor. They need to build customer relationships, then augment those relationships with unique value propositions. In other words, sales success is as much about the “how” of sales as it is about the “what” of sales. And it’s for this reason that Wilson Learning’s sales effectiveness approach is geared toward helping salespeople position themselves as business partners.
Becoming an effective business partner is achieved by balancing the roles of consultant and strategist. While the consultant earns the right to help customers solve real business problems, the strategist ensures that each customer-related business activity is a win-win scenario — that successful opportunities for the client lead to profit, not just revenue, for the selling organization.
 
 
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