Category Archives: value lenses

April 20th, 2015

Benchmarks to Becoming a Trusted Advisor

becoming a trusted advisor

Benchmarks to Becoming a Trusted Advisor

In our  last blog post we  discussed, as a trusted advisor,  how to earn your seat at the table as part of the buying process so that you are able to help shape opportunities rather than just react to them. Today we are going to review the road to becoming a trusted advisor to buyers and the several relationship benchmarks that sales professionals need to keep in mind on their journey.

Few things are more important than preparation when meeting with a buyer. How well you prepare can immediately differentiate you from the competition. The focus of your efforts should cover three important areas:

Strategic impact: What business goals and objectives is the buyer supporting with this purchase? Buyer needs: What’s important to the buyer on both a business and personal level? Technical preparation: Do you have a thorough knowledge of the product or service you’re selling?

Being prepared in the right ways, focusing on these three areas, can go a long way toward securing that elusive second meeting with buyers, especially on the executive level. If you don’t ask the right questions, if you can’t provide executives something they don’t already know, why should they buy from you?

Another important consideration in your preparations is to focus on leading, not lagging, indicators of success. Doing so adds relevancy to the conversation.

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