Becoming A Trusted Advisor

Becoming A Trusted Advisor

“Being a trusted advisor is when the customer calls you for advice.” – Ram Charan, Author, Consultant

Being a trusted advisor to customers is the goal of every salesperson. Becoming a trusted advisor though is difficult. It takes conscious practice. In selling, trust is more important than the product or service. Customers make decisions based on who they trust most to deliver a solution.  Trust must be earned. Truth is a fact, trust is a feeling.

What is being a trusted advisor? Trusted advisor status is the result of building strong personal relationships with customers that deliver differentiated business value and exceed expectations on a sustained basis. Below are eleven tactics to incorporate into your selling process to help you earn trusted advisor status.

Being a trusted advisor means understanding:
1 – Customer’s business and industry.
2 – Customer’s target audience that they are working to serve as a business.
3 – How to bring in and leverage technology to create business value and solve problems.
4 – How to constantly bring valued insight to the relationship.
5 – How to help an individual become more than their current role; e.g., CIO to business enabler.
6 – How to help IT move from cost center to strategic asset to deliver business impact.
7 – How to help people expand their limitations of what they think is possible through the use of technology.
8 – How to innovate with the customer to create new business models and ways of doing things.
9 – How to leverage broad and deep relationship within an account.
10 – How to speak in the customer’s language.
11 – When to “lean in” when there is a problem and leverage every resource possible to solve it.

Being a trusted advisor to customers is difficult. It takes conscious practice. It is the result of building strong personal relationships that deliver differentiated business value and exceed expectations on a sustained basis. Are your customers currently calling you for advice?

All contents copyright © 2011, Josh Lowry. All rights reserved.

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