5 Signs You Have Become a Trusted Advisor

become a trusted advisor handshake of buyer and seller

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!

Worried about your status as a trusted advisor at your key accounts?  Download 3 Critical Sales Warning Signs at Your Strategic Accounts 

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Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

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Senior Project Manager

Hyperion

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

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HR Manager

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

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.

Emily Couey
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

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

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