Written by Sean McPheat |
If you want to really max out your sales then you need to approach your selling as though you’re a trusted advisor.
This goes far beyond the call of duty of a “typical sales person”.
Instead, you want to position yourself as an expert in your field, the “GO TO” person for whatever you sell.
And it goes far beyond what you sell too. I’m flattered to be called a leader in my field by the press and other sources and I receive requests from my clients ranging from “Do you know anyone who could help us with IT?” through to “Could you help us to set up some joint ventures?”
I can tell you that the list is endless!
But in order to achieve this “status” in the marketplace, you’ve got to put the hard, long hours in.
You should be centred on your clients and prospects at all times. I send them any articles I see in the papers, any free resources I am privvy too, any latest news I pick up from my travels and anything I feel will be of benefit to them.
Of course, when I meet with them I know my stuff and the ongoing support I provide for them takes me/MTD into partnership status instead of third party supplier.
And that’s exactly the position you need to get to. And like always if you want any advice on this please just click here with your scenario and I’ll be happy to give you some pointers.
Originally published: 17 November, 2008
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