Tag: trusted advisor
We tend to think of selling as something one does, as a profession, a set of actions. We believe that anyone motivated to learn to sell can do so, and put our faith in sales processes and methodologies to produce a repeatable result. Now, because…Continue Reading
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a "high ticket closer," an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever…Continue Reading
It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects. If you are afraid of clients or prospects, your aversion to conflict will cause no end of problems, beginning with things…Continue Reading
Have you ever walked out of a sales call, jumped in your car, and entered the freeway on your way back to the office only to realize that you left the client’s office without asking them something crucial to what comes next in the sales…Continue Reading
What you are willing to be accountable for is a large part of how your client perceives you and the value you create. If you want to be considered something more than a vendor or supplier, increasing your accountability will move you up levels.