Are You A Vendor Or A Trusted Advisor?
We all want the various interactions we have in life to have a positive and lasting impression. More so, if you are a sales rep. Sales reps usually assume two personas in their dealings – that of a vendor or a trusted advisor. How do you know which role you are playing? The easiest way to tell is by the side of the table you are on when doing a deal, and to what extent your customers ask for your advice and input.
What is a Vendor vs a Trusted Advisor?
Generally, vendors don’t take as much time to understand what the customer needs because they are primarily focused on closing the deal. At first, a customer will see you as a vendor and it’s up to you to change their perception and cement your stand as more valuable than just a supplier.
On the other end of the spectrum is the trusted advisor. A trusted advisor is responsible for offering solutions to a customer, based on their needs while also providing insight on the various products and services. They often help with strategy, current industry trends, competition, and are part of critical decision making.
Who Do You Want to Be?
Whether you want to be a trusted advisor or a vendor, the choice is up to you since you are the only one with the power to control how customers see you. In other words, how you act is typically how you will be perceived. If you treat your customers like they are just there for another sale, they will most likely treat you as a salesperson. If instead, you make it clear you want them to succeed in their goals, even if it means giving them a deal that doesn’t make you as much money, you will transition in their minds as someone they can rely on.
Importance of Communication
As a trusted advisor in the sales profession, it’s important work towards adequately solving problems for your customer base. Stay in touch with your customers, show interest in their various business engagements, and offer your expertise, even when you don’t make a sale. While making a sale is important, solving your clients’ problems should be your first priority. And, you’ll enjoy more business in the long run as a result.
Become the trusted advisor your customers are looking for with the SiteLock Channel Partners program.