How to Quickly Position Yourself as a Trusted Advisor

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How can you quickly position yourself as a trusted advisor when meeting someone new?

Here are 3 strategies you can use to immediately be seen as a credible, potentially invaluable resource:

  1. Mention similar businesses you’ve worked with, making sure to highlight the results they’ve achieved from their relationship with your company.
  2. Ask insightful questions about their business direction. This shows you’ve done your homework and are focused on helping them, not making the sale.
  3. Have a genuine conversation. I mean it. Stop selling. Trusted advisors don’t hype their credentials, pitch their products & services, or close. They focus on making a difference for their prospects. And, they’re willing to walk away from a potential opportunity if they’re not the right fit.

Your long-term success as a seller depends on your ability to implement these strategies.

Republished with author's permission from original post.

1 COMMENT

  1. Jill: these are good ideas – ones which will likely help a salesperson start out on the right foot. But there’s an important element that’s missing. In order to be successful, salespeople must start a sales relationship with the right intent. If it’s ‘close the deal,’ or ‘get this prospect to move to the next step,’ that will come across, and (I’m guessing here) 95.7% of the time, that intent won’t be perceived positively.

    As my clients have explained it to me – intent is 100% within the salesperson’s control, and the decision to trust is 100% within the prospect’s control. While ‘trusted advisor’ is an admirable vision for salespeople, it should never be presumed.

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