3 Ways for B2B Sales Pros to be Perceived as Trusted Advisors - SalesStaff - ContactCenterWorld.com Blog
Prospects want to buy from people who can help them solve a problem. In today’s world of consultative selling, you will fare much better if you are perceived as a true advisor in pursuit of a win-win situation rather than a pesky salesperson chasing a commission check. Here are four ways to help you along that path.
Help prospects identify and solve their problems.
Approach prospects from a position of utility. In other words, if they have a need or pain that you can help alleviate, then you and your solution are useful. The first step is to help your prospects understand there might be challenges. Some prospects have bleeding head wounds that they are already well aware of, and some just need to be shown that there may be a better, faster way. The bottom line is if you can’t identify the problem, you won’t solve it. Even worse, you’ll waste precious time and lose credibility. Describe the problem clearly, and do it from the prospect’s perspective. To find out what the really tough problems are, ask precise questions and listen intently.
Don’t sell every product to every person.
There are times when a product or service won’t be right for the prospect. If you force a product that is only marginally beneficial, you’ll be perceived as just another salesperson. In fact, selling a product or service to someone that won’t realize all of the benefits wreaks havoc on your operations team. It could cost you more in customer service and delivery resources than it’s worth.
Be honest about the competition.
The availability of information has made it a lot more likely that your clients have already researched your competitors. For some, the tendency may be to trash-talk the competition a bit, and that is a horrible way to earn trust with prospects. Instead take the high road with a statement like, “Oh yes. We know of ABC company. They’re actually one of our closest competitors in terms of service offering. Not a bad company at all, but here are a few things that we do a little bit differently (and maybe a little bit better).”
As we’ve mentioned in a previous post:
Don’t run from the conversation, but don’t dwell on it either. If you find yourself talking about a competitor, always take the high road by avoiding trash talk. Simply speak about your similarities and position differences as advantages.
Above all, the key to being seen as a trusted advisor is to be real. Leave the shtick at home and be an authority, a person that prospects trust and a person they know will put them on the right course.
Publish Date: April 1, 2016 5:00 AM
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