Press Release

New Book Supportive Selling Invigorates Sales Field with Clear Structure and Easy-to-Learn Techniques

In virtually any field, sellers face the same few core challenges: getting customers to express their needs, showing how their solution meets those needs, and keeping momentum alive until a purchase is made. In the new book Supportive Selling, and a companion training simulation, Dale Olsen, PhD and Ben Allen-Kingsland draw on a vast body of research on influencing to help users put next-generation sales model into practice.supportive-selling-book

In an era where customers can compare products and gather details instantly online, the decades-old model of a seller whose primary role is to inform and persuade is less relevant than ever. This is particularly true in complex sales involving long time periods and multiple decision makers. To be effective, sellers need to understand what their customers need, but customers tend not to reveal those details unless there’s something in it for them. What can sellers do to succeed in this environment?

A new book by Dale Olsen, PhD and Ben Allen-Kingsland lays out a next-generation model called Supportive Selling to help sellers in any field support their customers through the buying process, positioning themselves as valuable, knowledgeable consultants with solutions made for the customers’ needs.

“I’ve been selling since my time at the Johns Hopkins Applied Physics Lab,” says Olsen, now President of SIMmersion, a Blueline Partner Company. “It always struck me how the right kind of approach would make customers more open. This book came out of my desire to figure out the common threads between successful sales and how they related to influencing in other fields.”

In addition to the next-generation sales model in the Supportive Selling book, Dr. Olsen’s team at SIMmersion applied the concepts to the state-of-the-art training simulation, PEOPLESIM™: Supportive Selling Skills. In this online system, users get to put their sales skills into practice in highly realistic virtual sales calls.  This easily adapted sales model combines with the most effective interpersonal skills-building technology ever designed to produce an unrivaled sales skills training system now available for delivery via ILT, VILT and as online performance support.

“Reading about a new sales model is one thing,” says Olsen. “Being able to practice it in a stress-free virtual environment, without any real sales on the line, is a capability we’re proud to be able to offer.”

For readers interested in a next-generation sales model, Supportive Selling is available in paperback and ebook on Amazon and other retailers. For a free test drive of the simulation Contact us or visit https://www.bluelinesims.com/peoplesim

Webinar: New Way to Groom High Potential Leaders

A new survey conducted by global management consulting firm Booz & Co. shows that a striking majority of corporate leaders are not able to keep their priorities straight. They are also pursuing strategies they don’t believe in, and many of their strategies fail to build on the things their companies are especially good at, compared with competitors. It’s like everything that can go wrong already has gone wrong for them.

Closing the business strategy gap in your organization requires developing new insights and skills that can only come from experience. How will you ensure that your next generation of leaders will get the experience they need to prioritize and make decisions that are consistent with your business’ highest priorities?

Introducing Executive Challenge – the latest in a series of leadership simulations designed to give your high potential leaders insight into dealing with nearly every strategic challenge imaginable – from talent management to compliance and from ethics to defining and executing a global vision.


Please join us on April 9th for a live walk-through of Executive Challenge™ led by Blueline’s Director of Leadership Innovations: Steve Mosley.


During the info session and demonstration, you’ll get an exclusive sneak peek of Executive Challenge™ and get to see first-hand how this revolutionary new program will change the way you groom your next generation of Executives!

If you are unable to participate in one of our upcoming public webinars, contact us today to schedule a private demonstration for your company.

Join us to learn the 13 common behaviors of high-trust leaders

International Association of Administrative Professionals, City Center Chapter
Monthly Business Meeting – to be held on Thursday, May 20, 2010, 12:05pm – 1:00pm
Tampa Club, 101 East Kennedy BLVD, Downtown Tampa, RSVP for lunch is required.

Cost: $17.00/person and $2.00 for parking with validation.

Speaker:: Donna Burnette who partnered with CoveyLink to build a discovery learning simulation based on The Speed of Trust by Stephen Covey. She will present a portion of this dynamic and interactive workshop, where you will learn of the 13 behaviors common to high-trust leaders and individuals and their impact on relationships, speed and cost.

Please join us!

RSVP TO:  Susan Dame, CPS, Membership Chair at susan.dame@hok.com

For more information and a list of our upcoming meetings, programs, and events, please visit the chapter’s website at www.iaap-citycenter.org .