Successful salespeople and businesspeople develop trust with customers and earn sustainable mindshare by linking valued information to the customer's business problems and their own offerings. Selling quickly becomes a fulfilling job and process because both the customer and they win.

Join the Wharton Club of Northern California on Monday, October 9th at 6:00pm for a special Counselor Selling skills presentation by Debbie Nall, a professional trainer from LSA Global. Wilson Learning pioneered the Counselor Selling process, and over a million salespeople from virtually every industry have been trained over the last 40 years to be Counselor Salespeople.

In this interactive presentation, Debbie will give attendees a structured understanding of how the Counselor Selling mindset and techniques can help you avoid and address the four key obstacles to buying:

- Relating. Create an open, trusting relationship with your customer as a base for solving problems. Avoids the first obstacle: no trust.
- Discovery. Bring out and understand your customer's problems, goals, and visions, so you can create solutions together. Avoids the next obstacle: no need.
- Advocating. Link your customer's problems, goals, and visions with the solution you've jointly developed, then make your customer an internal advocate to help close the sale. Avoids the third obstacle: no help.
- Supporting. Stick by your customer after the sale to ensure the customer feels the benefits of your solutions and sees needs being met. Avoids the fourth obstacle: no satisfaction.

Register Online   (Note that we do expect this event to sell out--please register early to confirm your seat.)
Purchase copies of Win-Win Selling and/or Versatile Selling

Date: Monday, October 9th, 6:00-6:30pm. Check-in; reception with plenty of appetizers; and informal networking. 6:30-8:30 Presentation, breakout sessions
Location: Michael's at Shoreline, 2960 Shoreline Blvd., Mountain View, CA 94043
Registration: $20 WCNC Members and members of affiliate clubs. $40 for non-member alumni and other guests. The WCNC's standard cancellation policy applies for this event. $10 additional for tickets after Friday, October 6th at 3:00pm, if available.
Copies of Wilson Learning Libary's Win-Win Selling and Versatile Selling are available to Wharton Club members at a discounted price of $9 each (one copy at this price per member) or for $15 each for non-member Wharton alumni and other guests.  Purchase copies of these books.

LSA Global (www.lsaglobal.com)
For over a decade, LSA Global has helped organizations create and maintain distinct competitive advantages through human capital. We work with leading organizations to drive success through their people and the strategies, structures, systems, and processes that attract, inspire, develop, and retain top talent.

LSA Global was founded in 1995 to help organizations solve critical business problems. Since our inception, LSA Global has successfully partnered with over 500 clients and over 2,000 Solution Experts to deliver over 10,000 targeted business solutions, consulting solutions, and learning solutions.

Debbie Nall
Debbie Nall is an organizational and personal performance coach, helping groups and individuals improve their effectiveness in the global marketplace. She facilitates growth in Leadership, Teams, Customer Service, and Sales. She has worked with executive teams; facilitated strategic visioning and planning; and designed and conducted training programs internationally. Debbie is a strong process facilitator, able to help teams achieve breakthrough thinking and win-win resolutions.

Debbie has worked with clients in many diverse industries (high tech, telecommunications, agriculture, and pharmaceuticals to name just a few with clients such as HP, Seagate Technologies, and Pfizer), and she has successfully adapting key learning concepts to the nuances of each industry. With her focus on sales training, she has helped both new and experienced sales people become immediately more successful--whether they are working with a lengthy sales cycle that takes months to close or a short meeting that might need a close in just minutes. Clients have appreciated Debbie’s experience working with organizational learning systems, as she is also able to conduct “train the trainer” sessions in a way that ensures consistent high caliber training. Debbie has been recognized by Wilson Learning with their Facilitator Excellence Award.