SOAR TO SUCCESS / Business Acceleration Strategies But sadly, less than 24%of salespeople have been trained how to move from sales rep to becoming a trusted advisor. What we often see are these common relationship levels… Acquaintance/ Vendor supplier- someone who supplies something, this is a transactional relationship. Peer- here the buyer sees the salesperson as knowledgeable about their product and or service, application, some market knowledge, and the buyer looks at the salesperson as a peer, partner if you will. Trusted advisor – here decision makers see salespeople as business consultants who can impact their business outcomes. They have the skills to have conversations that lead to revenue. They deliver industry insights; challenge the way their clients may be doing things and speak the language of business. Why train your sales reps and make them trusted advisors? 1. Their net profit by customer is higher 2. They uncover more opportunities 3. Their close rate is higher 4. They learn about new projects sooner than sales reps 5. They have more time with key decisionmakers 6. They are introduced to many leaders in the customer’s company 7. They discover new product and market opportunities 8. They often are given preferential treatment in large purchase decisions 9. They receive referrals to new customers 10. They are seen as part of their client’s team and not just a vendor If you would like your sales reps to evolve into trusted advisors, please contact my team and we can discuss our process and tools.
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