Becoming A Trusted Advisor
How many people sell what you sell? How can any buyer choose whom to buy from? What is your brand??
Whether you work for a large corporation or run a home-based business you are still the CEO of Me, Inc. and must establish your own brand. Most real estate salespeople are exposed to the MLM of their communities and yet certain salespeople always lead each month in closings. Why, may you ask? Because they have established themselves as a trusted advisor; they have built their own personal brand. You can do this too and although it’s hard work, it’s easy to do.?
Most important is to do your homework and really know your prospect and his or her challenge(s). It’s equally important to know all about your product or service and how it can resolve your prospect’s challenge(s).?
Now it’s time to build your own personal brand for Me, Inc. Start by asking questions, easy non-threatening to start, questions like, “What made you decide to go into your business?” The most important is for you, to listen actively to the answer. Keep the funnel of questions and answers going each time digging a little deeper into the challenge(s) facing that buyer. As those challenging questions continue that prospect will feel the pain.?
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There is no need for you to do a features and benefits song and dance, all you need do is share how your product or service can alleviate that pain. You will note that as your meeting progresses you seem to be morphing from a salesperson to a trusted advisor.
FYI, usually trusted advisors have greater staying power than salespeople; ergo, by losing the account to another salesperson or other vendor.??
Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly.?
Let HoldMasters help you when your business is on the line.