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
Tag: trusted advisor
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.
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…Continue Reading
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…Continue Reading