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Are you selling like a Trusted Advisor and a Strategic Partner?

Take the assessment below to find out.

Excellence in sales requires that you give value to your clients, both creatively and as a consultant. When we are at our very best as salespeople, we are trusted advisors to our clients and we earn the right to be their strategic partners.

Are you a trusted advisor and strategic partner for your prospects? The following assessment will help you determine where you are now and what you can do to improve the your sales process.

Let’s get started!

Step 1 of 8 - Qualifying Questions

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Based on your experience as a salesperson, which skill set is most important?*
- Sales-related skills, like sharing features and benefits as well as presentation skills
- Relationship-based skills like conversation skills, listening, and seeking feedback
- Sales skills and relationship skills are of equal importance

Describe your relationship with your typical clients:*
- We have the same knowledge and experience.
- My client knows more than I do because they know their business better.
- I know more than my client because my experience is greater than theirs regarding the outcomes they need.

Describe the relationship between your team and a typical client’s team:*
- My team is often an obstacle to success.
- My client’s team is often an obstacle to success.
- I lead my team and my client’s team.

Describe the strategic decision-making process of your typical clients:*
- My clients look at many different opinions and sources, excluding me, before making a decision
- My clients occasionally ask me for advice, but rely more on outside sources to make decisions.
- My clients will include me in all conversations about a strategic decision in my area of expertise.

Great! Now that you’ve answered these questions about your experiences and beliefs, let’s talk about your current sales process.

I begin a call with a prospect by:*
- Introducing myself and my company
- Establishing and reaching agreement on an agenda
- Asking the prospect to share their challenges so I can help them

How do you typically open a meeting with a new client?*
- I gain an understanding of the prospect’s business by asking open-ended discovery questions.
- I share my company’s history, footprint, major client logos, and success stories to establish credibility.
- I discuss the trends and factors that are impacting the client’s business to establish the case for change.

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