I was recently working with a group of Account Managers and discussing how the world of selling has changed, especially past the pandemic. In the past most of the time things were very transactional, or the relationship was not valued long term. This is one of the reasons why many in sales may not have the best reputation (think of the used car salesperson that no one trusts!)
Regardless if you are selling a product, a professional service or your expertise, to be successful today you need to establish yourself as a trusted advisor. Someone that is not just interested in a sales transaction, but someone that will continually add value to their clients after the sale.
People want to do business and pay for services from those that are trusted advisors. So what are you doing to become a trusted advisor? How many other people not only know of you, but would recommend you to others as someone that they can trust? Here are 3 common characteristics that these Trusted Advisors have in common – I call them the 3 R’s:
- Reliable. When they communicate with people (including prospective clients) they have an ability to build rapport and trust. It is more than the words that they speak, it’s the energy behind their words that are in alignment and they have an ability to truly connect with others.
- Relevant. To be a trusted advisor, you need to be an expert in something that others admire and seek out. They make things relevant to others and do it in a way that shows they have wisdom. This also means that they are transparent with what they are recommending – even if it is not in their own interest.
- Responsive. Everyone is busy. The challenge is that many people are so busy that they are not responsive to other people’s needs. A trust advisor is very efficient with their time and they are more responsive than others. This means that they have to be using Leadership Hacks so they have the time (& headspace) to respond.
By taking action and adding value you can become a Trust Advisor and be appreciated for the difference that you make. If you would like a complimentary 20 minute conversation on how you can position yourself as a Trusted Advisor, reach out here.
