Tag: trusted advisor

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…

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…

There are four levels of value you can create for your clients. The first level is the value found in your product, a level that, while being important, lends itself to being commoditized. The second level is the experience of working with you and…

One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of their dissatisfaction, was by asking the single question, "'What's keeping you up at night?" I am not certain where this…

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…

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.

Continue Reading

You want to be your dream client’s peer, a prerequisite for being consultative, a trusted advisor, and a strategic partner. You want them to respect the fact that you have something to offer them. But you may unintentionally be signaling…

The reason many salespeople are happy to start a presentation with their company’s history, their locations, their board of directors, their investors, and the logos of clients they’ve won is because they believe, mistakenly, that this…

A salesperson asked me a very important question. He asked, “How can you be a trusted advisor and consultative salesperson when you are partial to your company?” His point was that if your company and your solution is always right in all…

A lot of people say they want to be consultative, a peer, their client’s trusted advisor. There are, however, some behaviors that prevent one from being able to occupy that space. Here are a few of the things that cause you to retain your status…