photo credit: Kanzeon Zen Center

You want a financially secure business.  To get that you need a steady flow of good clients entering your business.  Simple in concept yet difficult for most people to pull off.

Why is it so difficult to get those good clients entering your business?  Could it be because of the way prospects think of you or that they don’t think of you at all?  The space you own in a prospects mind is your position.

Lee Salz stresses, “partners formulate mutually beneficial relationships.”  That’s a very different approach than acting like a sales person.  So how do you bridge this gap?

The way you approach the sales process both establishes your position in the minds of your prospects and your clients, and demonstrates your expertise.  You want to position yourself as a trusted business adviser not a “sales person”.  You can only do that when you are the expert.

As the expert you:

• understand your best prospects very well
• know what they really want
• help them discover and uncover how your solution is right for them

Questioning and really listening is how you set yourself apart from the rest and earn your spot as the trusted adviser.

This entry was posted on Monday, April 28th, 2008 at 12:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.