Dale Olsen

Supportive Selling combines a clear structure for sales calls and specific, easy-to-learn techniques sellers can use moment-to-moment throughout calls.
Dale Olsen, PhD, and Ben Allen-Kingsland draw on a vast body of experience and research on influencing in a range of fields, from Sales to Counseling to Healthcare, to help sellers:
*Present solutions with maximum impact
*Draw out buyers' most pressing needs
*Motivate them to act, and
*Convert them into champions for the sale
In any industry… in any field… Supportive Selling can help sellers reach their goals.
"Other sales methods give you a road map and a vehicle. Supportive Selling will make you an excellent driver." From the Foreword by David Zehren, Zehren-Friedman Associates