--- title: So You Want to Be a Trusted Advisor? | The Sales Blog description: This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are you willing to tell the truth, even when it may cost you your opportunity? Are you willing to share your very best […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-01-31-at-3_54_53-PM.png --- ### [Now booking SKO meetings for 2026/27! 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Are you willing to tell [the truth](http://thesalesblog.com/blog/2010/07/01/the-truth-at-any-price-even-the-price-of-your-deal/), even when it may cost you your opportunity? 2. Are you willing to share your very best [ideas](http://thesalesblog.com/blog/2013/03/04/from-idea-to-execution-to-idea/), even before you have a commitment from your client or prospect to move forward? 3. Are you willing to tell your client or prospect that they are personally the root cause of their own problems? 4. Are you willing and able to build [consensus](http://thesalesblog.com/blog/2011/12/12/building-consensus/) inside your client’s organization, dealing with the obstacles, the challenges, and the dissenters? Are you willing to find a way? 5. Are you willing to talk about the investment necessary to producing the results your client really wants, even knowing that they want to pay less? 6. Are you willing to show your client the largest, most value creating solution they need, even though you know it is going to frighten them? 7. Are you willing to learn their business? Are you willing to learn their industry? 8. Are you willing to devote yourself to gaining the [business acumen](http://thesalesblog.com/blog/2012/01/10/business-acumen-is-the-new-sales-acumen/) and situational knowledge necessary to giving the advice that makes you a trusted advisor? 9. Are you willing to show your client where and they are at risk? 10. Are you willing to be relentlessly [proactive](http://thesalesblog.com/blog/2010/01/30/initiative-the-ability-to-take-action-proactively/), never resting on your laurels, always exercising your resourcefulness in generating new, value creating initiatives? 11. Are you willing to be held to a standard high above anything you’ve imagined before now? Are you willing to be held to the same standard your client would hold one of their own team members to? 12. Are you willing to be [accountable](http://thesalesblog.com/blog/2013/08/06/little-hinges-dont-swing-big-doors/) for results?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 31, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-12-01T3:53:10 PM", "datePublished" : "2014-01-31 21:00:46", "description" : "This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are you willing to tell the truth, even when it may cost you your opportunity? 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