The term “trusted advisor” has become a hot topic in the sales world. Being a trusted advisor is seen as the ultimate role for a salesperson, and thus, people strive to be labeled this coveted term. However, many salespeople don’t entirely know what that means or don’t know how to qualify when you have actually become a trusted advisor. Greg Ward, interviewed by John Golden, explores what a trusted advisor actually is, and how to become one.
This expert sales interview discusses:
- How to create respect
- Avoiding the “authentic self” trap
- Specific techniques for being seen as a trusted advisor
How Respect is Created:
Respect and trust are not logical, cognitive processes. They don’t come from a rational part of our brain. Rather, they come from a much deeper, more primal part of the brain called the reptilian brain. For example, say person A and person B are interacting for the first time.
The Authentic Self Trap:
The term “being authentic” is a trap, because we have many different self-states, all of which are authentic. The self that you are with your significant other is not the same kind of self that you are with your boss, or co-workers, or friends, yet all are very much authentic.
There are specific techniques that you can use to develop a bond and start the process of getting your clients to see you as a trusted advisor. The first thing that you can do is to ask the potential client what they want to be called. Do they prefer to be addressed by their first name? Their last name? A nickname?
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.