Solving Business Problems

In sales, by focusing our efforts on building a reputation as a trusted advisor rather than just a salesperson, a few things will happen.

Not only will we be able to better serve our customers, but we'll also be able to boost our own career success.

It all lies in trust.

Lionel Lim shares with us a great guide he uses for building credibility.

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Solving Business Problems for Your Customer

By Lionel Lim

What the Idea Is: It is my personal belief that sales is less about selling and more about solving business problems or needs. The earlier in your sales career that you realize this and begin investing your focus and time accordingly on building your personal reputation as a trusted advisor to your clients, the more successful you will be in your career.

Why It Is Valuable: Customers want to work with trusted advisors because they benefit from it. If you have a good reputation and custom- ers know you can help them solve problems and achieve success, then getting appointments, filling your qualified opportunities pipelines,?being predictable, and making your targets year after year will follow as a result.?

How It Works: Build credibility by following these steps:

1. Know your product. Know its strengths and limitations inside and out.
2. Know your industry
3. Understand your clients’ industry, their challenges, and their business drivers
4. Do more questioning and listening than talking and selling
5. Underpromise and overdeliver
6. Remember, it is okay to walk away from an opportunity if you know you cannot meet your client’s needs. It will preserve the relationship for the long term.?

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