What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing.
He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work.
His salespeople are having to adapt to stay relevant and successfully close more sales.
This mindset is a big part of why I see advisor selling becoming more and more vital. I co-wrote a book titled Advisor Selling because I confidently believe that salespeople can refine their skills to become advisors.
The salespeople who are willing to embrace being an advisor seller will no doubt be the ones who surpass their peers in hitting numbers and exceeding them.
Whether you work B2B or B2C, I believe the book is chock full of wisdom that you can actually begin applying in your selling situations. For a limited time, you can pre-order the book at 25% off the cover price.
Cost right now is only $15.
Below is an excerpt from the book:
Advisor Selling is different than product or capabilities selling in that the starting point is the customer’s issue and not your product or service. It is a consultative approach that, oddly enough, will do more to build a relationship than cocktails or donuts.
Because if you follow Advisor Selling completely, the end result is that you become more than an account rep from a company they do business with. You become a trusted advisor—thus the term Advisor Selling.
If you are a trusted advisor, then quickly, frequently, and intensely you come to key players’ minds as a critical resource to help their organization achieve its short-term and long-term business goals, meet its needs, and solve its problems.
You will get calls asking you to solve problems that have nothing to do with you or your company, yet have everything to do with you being a trusted advisor. And a trusted advisor is more valuable than a friend in today’s business world. (This is why relationship selling is quickly dying.)
For more information on the book and becoming a trusted advisor, check out this link! Remember, the pre-order price is only $15!
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.