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Are You a Product Guru or a Trusted Advisor?


Are you a Product Guru or a Trusted Advisor

Product knowledge is important, BUT!!

When salespeople with traditional training (or none at all) start struggling, I have witnessed far too often that they tend to become overeager, focused even more so on the features and benefits of their service offering/product (or what I like to call the “bells and whistles”) rather than focusing on building relationships with their prospects and actually discovering what their prospects’ needs really are.

This approach is encouraged and fostered by far too many sales leaders who often still believe that their customers need to be convinced and “sold to” by the “Product Guru”.

Today, we can find everything on the web

Aside from the fact that nobody wants to be sold to, we also need to understand that in today’s business environment every piece of information can be googled or researched using all the technology available. We can use apps to find out what song is currently playing or to settle disagreements of any sort, and to look up almost endless amounts of information.

It’s no different in a business environment. Before salespeople step into a meeting, your prospect has the ability to research your company, your service offering, your competition and many other aspects they feel important in making a decision.

  • Consumers have FAR less time for a pitch but plenty of time to surf the Web for what they are interested in.
  • Consumers must see/perceive some value in what you have to offer BEFORE they will even listen to you. They are way too busy to listen to a cold call.

Good news for Salespeople!

This should be really good news to salespeople who truly understand the science & art of selling, those of you who truly listen to your prospects, understand who your prospects are and build rapport, and, lastly be able to demonstrate value for your clients.

In essence, it’s the human connection what weighs in the balance. Building relationships with your prospects, finding out who they are, what they really need and want, building trust and creating a solution that is of Value to them.

And if you really dig deep, you might be able to help your client in ways they did not even think possible. You can become a trusted adviser, your client’s consultant, a thought leader who will lend an ear to your prospect in truly trying to understand their needs, help them grow their business, secure their future and be of real value to their clients.


People buy from people, but only if they trust you

If salespeople don’t provide more value than a computer screen than why would people choose to work with them? Because in the end, most people still prefer to buy from other people BUT only if they believe their needs are truly understood and they’re the best solution for them.

As a sales professional, you have the unique opportunity to become a trusted adviser and to guide your prospect through a decision-making process that makes sense for them.

Whether you sell or logistics solutions, life insurance, cars, heavy equipment or high-tech services this philosophy holds true. Becoming a thought leader, being an adviser, a consultant, building trust and creating value are key elements to a successful sales career in this new, information driven business environment.

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