Proactive Advisor – Part 1
Zig Ziglar, the great author, salesman, and motivational speaker, said this:
“You can have everything in life you want if you
will just help other people get what they want.”
The most valuable and trusted salespeople are those who become “proactive advisors.” Here are the steps they take:
1) Give value first… solve a problem or make a recommendation, even if doing so does not involve anything you can sell. This is an excellent way to demonstrate that you are committed to engage with your customer as an advisor for the long term, not just for a quick transaction.
2) Become the subject-matter expert of your company and solution and of the business value you can help generate for your customer.
3) Hold the key to unlocking the unique and substantial business value you can help deliver to your customer.
4) Proactively bring innovative ideas to the table where your customer will gain market share, expand regional presence, improve their competitive position, and increase their brand reputation. Maybe your solution does not have the broad reach to greatly impact every one of these areas, but even at a departmental or divisional level, you should be able to find a couple of areas where you and your solution can have a substantial positive impact on your customer’s business.
5) Plan to find areas where, in the mind of your customer, you can make the impossible truly possible. You will find yourself in discussions where you unveil a capability and your customer will say, “WOW, I didn’t even know that was possible!” Never assume that your customer understands every capability available in the marketplace. Take every opportunity to “WOW!” them.
This is Part 1 of a two Part briefing on the Proactive Advisor.