5 Signs You Have Become a Trusted Advisor

become a trusted advisor handshake

Do Your Clients Consider You a Trusted Advisor?
How to become a trusted advisor as a salesperson should be one of the first questions you ask.  As salespeople who want to help their clients to succeed, we all hope to attain the position of a trusted advisor to an influential executive within our key accounts.

The Benefits of Being a Trusted Advisor
In this coveted and hard-earned spot, you have proven your value to the company, enjoy the confidence of the decision maker, can influence the sales process, and are able to present insights, products and solutions early in the game to help your client succeed.

How do you know when you have achieved this lofty standing?

Five Signs You Have Become a Trusted Advisor
According to executive selling training experts, here are five key signs you have become a trusted advisor:

1.  They Reach Out to You for Advice
If your client asks for advice both inside and outside of your specific area of expertise, that is the first sign that they trust your character and trust your competence.

Just imagine if the opposite was true and you had a tough time getting in touch with your client to offer them insights, advice or value as a salesperson.

2. They Bring You Into their Inner Circle
If your client makes you privy to confidential information about the company and, perhaps, to the executive’s personal and professional goals, problems and needs, they consider you part of their team.

Just imagine if the opposite was true and your client withheld important information from you because they felt you were just trying to “sell them stuff.”

3. They Involve You in the Strategy and Planning Process
If your client invites you to attend key planning meetings and asks for your thoughts regarding key directions, strategies, initiatives and decisions, they appreciate the value you bring in shaping their decisions.

Just imagine if the opposite was true and your clients only reached out to you after all the decisions were already made.

4. They Consider You Part of the Tribe
If your client regularly gives you an advantage in future opportunities because you have early information, prior knowledge and rarely face external competition or pricing pressure, they consider you a valuable part of their success.

Just imagine if the opposite was true and your clients always had you compete against others during the sales process based upon having the same information as everyone else.

5. They Give You Special Privileges
If your client provides you with long-term employee badges, parking, office space, email, portal access and other “rights” more associated with employees than vendors or sales reps, your relationship and status as a trusted advisor is headed in the right direction.

The Bottom Line
If these trusted advisor signs mark your relationship with an executive, you have a decided advantage over your competitors. Don’t squander it!

To learn more about how to become a trusted advisor, Download our Sales Leadership Toolkit Now

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Vice President, Human Resources

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Senior Marketing Manager

Samsung

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director of Human Resources

Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

Glenn McGillivray
Human Resources Business Partner

Intuit

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

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Senior Manager, HR Destiny Sales Region

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

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Director of Human Resources

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

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HR Director

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

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