Do Your Clients Consider You a Trusted Advisor?
How to become a trusted advisor as a salesperson should be part of every B2B Business Sales Training program. 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.
Just be aware that executive-level buyers want to have meaningful, thought-provoking, and insightful conversations with someone at their altitude and level of expertise. They do not want to be asked standard sales questions by a “salesperson.”
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?
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.
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.”
Just imagine if the opposite was true and your clients only reached out to you after all the decisions were already made.
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.
The Bottom Line
If these trusted advisor signs mark your relationship with an executive, you have a decided advantage over your competitors when selling solutions. 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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