Becoming the trusted advisor is the most revered and influential position that a sales professional can earn from their buyers. With the trusted advisor, there is an atmosphere of mutual respect, collaboration and openness. These sales professionals foster a groundwork of professionalism, integrity and therefore believability. It is a process of building rapport while proving we are a reliable source of information based on our actions, attitudes and knowledge.
Once we become elevated to the position of trusted advisor, our customers become more open to the ideas, suggestions, and solutions we present. The atmosphere becomes friendlier, more relaxed, and the prospect is more inclined to answer our questions and to share information freely. This is very important as we gather information to develop the right solution. The problem is that the status of “trusted advisor” cannot be claimed; it must be deserved, and that is not easy.