The term "trusted advisor" is now common in sales and marketing material. It is common because of widespread awareness that legitimate trusted advisors make the big bucks. It is rarely used correctly because of misunderstanding of its profit-making power and the personal cost of achieving that power.
When Trusted Advisor status is achieved, the sale person is a defacto member of the client's team:
The TA has frozen out competition, enjoys automatic renewals, enjoys cross-sell opportunity by the nature of the role and a stream of referrals by the nature of the relationship.
if interested in our active role in helping build a Trusted Advisor mindset in your sales team.
*The Enfront Trusted Advisor Sales Strategy was developed by Bill Corbin in collaboration with fellow Harvard MBA, Charlie Green, pioneering author of the original Trusted Advisor books and related educational programs.
Green’s work focuses on building trust-based client relationships in fields such as legal and accounting.
Corbin has applied the concept to fields in which traditional selling is common, but a long-term trust-based relationship is a realistic possibility.
The concept is now part of Priority Group’s sales team support infrastructure via acquisition of the Enfront system.
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