Proactive Advisor – Part 2
The prior flash briefing introduced the Proactive Advisor. This is Part 2 which gives an example of how an outstanding Proactive Advisor built her personal brand.
Laura was a rising star in the sales profession. Her peers called her “wonder woman.” She possessed boundless energy, successfully balancing a fulfilling personal life with a productive occupation. While she was dedicated to her family and community service, she still carved out the time necessary to have a successful sales career.
Her services were in high demand and, after achieving success with one company, she made a set of strategic career moves to other companies—not because she was forced to, but because she believed climbing the steps to more responsibility was required to build her personal brand. Each new sales role presented an opportunity for growth and for gaining expertise in a new segment of the market.
Laura called on the same companies in the same industries. She leveraged her connections to gain access and to advance major selling opportunities. Doors were opened because Laura was trusted in prior dealings. In multiple cases, she sold similar solutions provided by different vendors to the same company.
This would not have been possible had Laura not earned the trust and respect of her customers. Her conversations were consultative, and she proactively advised her customer in areas that could improve their business even if the solution was not one that she sold.
Naturally, additional interactions gave her the opportunity to introduce new solutions and explain how they could address new areas in better and faster ways. Laura knew her customers’ needs very well, sometimes even better than their own employees. As a result, this wonder woman achieved sustained success and commanded a premium position in her industry.
I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com