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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I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

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LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

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LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

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Samsung

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Intuit

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Workforce Planning Bureau

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.

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