Successful salespeople aim to be seen as trusted advisors from "summary" of Making Major Sales by Neil Rackham
Successful salespeople understand that in order to build long-lasting relationships with their clients, they must seek to establish themselves as trusted advisors. This goes beyond simply selling a product or service - it involves becoming a valuable resource that clients can rely on for guidance and support. By positioning themselves as trusted advisors, salespeople are able to differentiate themselves from their competitors. Instead of focusing solely on making a sale, they prioritize understanding their clients' needs and providing personalized solutions that address those needs effectively. This approach not only builds trust with clients but also positions the salesperson as an expert in their field. In order to be seen as a ...
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