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HOW TO BE A TRUSTED ADVISOR
Written by: Trent LeyshanArticle Overview: Imagine going to a heart surgeon and leading with “give me your best price on a triple bypass?” Madness! You just wouldn’t do it. Why? Because you want the best person for the job and you’ve probably gone to great lengths to research and speak with friends or associates who have been through a similar process or know others who have – in order to find the right information you need to make the right decision. The right decision is always - what’s best for you. The price is the last thing on your mind if you want the best result.
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Free Download - Find fear before it finds you By Trent Leyshan |
HOW TO BE A TRUSTED ADVISOR
Imagine going to a heart surgeon and leading with “give me your best price on a triple bypass?”
Madness! You just wouldn’t do it. Why? Because you want the best person for the job and you’ve probably gone to great lengths to research and speak with friends or associates who have been through a similar process or know others who have – in order to find the right information you need to make the right decision. The right decision is always - what’s best for you. The price is the last thing on your mind if you want the best result.
Being naked is not about being average. Being naked is about being: Bold, Unique, Memorable and Real. It’s also about being remarkable and it’s most certainly about being the best, or even the best in the world. Why not?!
How do you get-in to see a world class surgeon? Well, first you need a referral from your doctor, perhaps a more general practitioner Why is the referral important? Because the surgeon has a qualification process, they don’t just talk to anyone about anything. Their too busy and they value their own time and yours. Then once you have a referral you then get in line. And 12 months or so from now when you get to finally meet, it’s not about them, it’s never about them, it’s about you. The Doctor consults, she ask questions, you do most of the talking, she explores and finds out all the facts, run tests, seeks expert council for things she may not be have expertise in, then (and only then) does she make a well thought-out and considered recommendation, or a series of recommendations on what’s best for you.
If she can’t help you she will recommend you seek help from someone else, perhaps even another surgeon (competitor). And because of all this and her process she is now your trusted advisor. Are you starting to get it?
Sales (world class sales) is rarely about selling, it’s entirely about giving more; more of you, more of the real; which is the best you, and never compromising who you are, to get paid. To achieve this state of realness (or better nakedness) you need to choose your customers wisely and ensure you have a process that allows you to stay the course.
When a Doctor fails to follow their tested process and/or cuts corners they get hit with a malpractice suit. People’s lives and indeed medical careers are at stake when things go wrong. Who the Doctor is, is important, as they have invested years of study, time, energy and development into their profession, or more significantly who they are. But just important is the livelihood of their patients and getting it right. What a powerful way of being. Aren’t your customers that important? If not, they should be!
Surgeons and medical practitioners are all, in part, naked salesman. Their social profiles, the value they create and huge salaries they command demonstrate this. They focus on the 20%. They develop their niche. They are experts and specialists in their field, and over time they get to become exceptional at what they do, or the best at what they do. They stick to their process and master it; never compromising it or who they are - to simply, get paid.
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Article Tags: 12 months, competitor, general practitioner, great lengths, heart surgeon, job, madness, own time, referral, right decision, triple bypass, trusted advisor, world class sales
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About the Author: Trent Leyshan RSS for Trent's articles - Visit Trent's website  Trent Leyshan is founder, CEO of BOOM! A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople. Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev. He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies. Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success! BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website   Miss Congeniality HOW TO BE A TRUSTED ADVISOR Creating the right Value Perception for your Customers How do I find a passionate and purposeful mentor What approach should I take when cold calling |
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