VIEWS: 6 PAGES: 1 CATEGORY: Other POSTED ON: 4/25/2011
Bob Beck has over twenty-eight years of experience in creating, expanding, and running organizations with an unsurpassed record of accomplishment.
Trusted Advisor It's an never-ending battle on a daily basis for businesses when they face different situations that present challenges and issues. The key executives and decision makers count on the guidance and recommendations of others that will help solve problems and challenges. They locate people who they're able to rely on and trust, who are positive and can also think beyond the box with the challenges they face. These decision makers are not seeking the quota salesperson, they are trying to find a consultative sales professional or a Trusted Advisor. What I've discovered during Quid Pro Quo Sales Training is very few sales professionals feel they have got the authority to set the rules for relationships with potential prospects. When they feel this way, they become stereotyped as a "quota" sales person and they are not considered by their client as any sort of consultant or trusted advisor. You need to change how your client or prospect perceives you and the choice is yours to set the principles of a give-and-take relationship with your clients. Hold on to this thought: To take on a consultative selling approach you are attempting to help solve issues and challenges - not merely trying to sell your products or services. Each prospect or client has unique challenges, so you cannot do the same thing for each of them. Instead, to truly be their "trusted advisor" you need to think positively, think outside the box. Start right now and rid yourself of being recognized as a quota salesperson. Develop your give and take relationship and become a Trusted Advisor to all your clients and prospects. Visit www.SalesBuilders.com