Trusted Advisor Acid Test
What does your sales team need to become a “Trusted Advisor”? The ability to relate to the Senior Executive, almost on a personal level by:
- Knowing the latest industry trends and the issues the Executive is facing
- Understanding how these trends and issues impact that Executive
- Understanding their specific role … what are the factors that determine whether they get fired, get promoted, get their bonus, etc.
- Knowing what keeps them awake at night
- Knowing how these trends & issues impact others in the organization and building consensus
- Understanding potential solutions for these issues
- Speaking the Executive’s language and industry and role specific jargon
- Most importantly, how to craft the messaging around your product/service to align with that person’s needs
You, the reader, have been walked down this path of undisputed logic because of a gap we have found across-the-board in sales organizations ... the ability to create relationship differentiation which will trump any other sort of differentiation in the vast majority of situations. The answer we have created is called Executive Link. If you'd like a short, 1-page overview of Executive Link simply shoot an email my way and I'll be happy to forward to you.
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