| What sales consultant would not want to be a | | | | commonalities or acknowledging the individual's |
| trusted advisor? If you did attain this status your | | | | way of thinking can be expanded to the business |
| customers would act on your recommendations, | | | | arena. |
| refer you to their database, and turn to you as a | | | | You do not want to be a trusted advisor for a |
| first line of defense to solve problems and to | | | | suspect's personal issue, but you do want to be a |
| improve the quality of their businesses. | | | | trusted advisor for their business issues. All of us |
| So, what does it take to become a trusted | | | | wear many different hats, and keeping business |
| advisor? Well, you must find a way to earn trust. | | | | and personal separate can be important in |
| Trust is having confidence or faith in someone. | | | | industry. If you are making your calls because you |
| This generally means that they are willing to open | | | | want business, some personal side notes are |
| up to you and share their issues with you, and | | | | needed, but the emphasis should be adding a |
| then ask you what you think. It is the hallmark of | | | | value-added relationship regarding business. |
| sales training consulting. So, how do you earn | | | | Do not prescribe solutions to quickly. If you are |
| business trust? | | | | listening intently, ask lots of salient questions |
| Trust is not instant; it is something that is earned. | | | | centered on that area. Your questions will |
| Fortunately, you can severely shorten the time | | | | demonstrate that you understand their business |
| from just meeting someone, to trusted advisor, | | | | and that you have done your homework. This will |
| but to do that, you should be prepared for a | | | | cause your suspect/prospect to analyze past, and |
| totally different approach. That new approach will | | | | current constraints, and then view a future |
| include some changes in your thinking -- The way | | | | without those constraints. |
| that you think about yourself and your actual role. | | | | Empathy for your prospect's situation is a priority, |
| This would be a new way to approach your | | | | so when advice is given chose your words wisely |
| suspects and/or prospects. You will need to | | | | and delivers them with respect. As a trusted |
| increase the personal value you offer in order to | | | | advisor you are helping to guide the decision |
| enhance your income. You need to be able to | | | | making process, by helping the prospect to |
| create a value-added relationship centered on the | | | | understand the options and their consequences. |
| prospect's business. | | | | When clients see that you have their best |
| At the center of being a trusted advisor is your | | | | interests at heart and that your focus is on |
| focus on the other person. This is demonstrated | | | | helping them to solve problems, they will see you |
| by being an attentive listener. Simple | | | | as a values-added relationship - a trusted advisor. |
| rapport-building techniques, such as looking for | | | | |