How a Trusted Advisor Can Use Social Media

One area the sales professional, sales expert, sales guru or a trusted advisor sometimes overlooks, is social media.  Is this something for you in your sales profession?  Absolutely YES!

One area you can start developing is a blog.  Now I am sure your employer has a blog and has someone who does the blogging for them.

But what if you are a sales professional and you represent various companies.  Now, you can easily setup your blog about you and your business and start developing a that trusted advisor relationship using social media.

Many people are under the impression that social media is about sites like Twitter, Facebook or LinkedIn, but it’s all about those sites.  It’s about developing your expertise in your niche market, becoming a trusted advisor.  Blogging is about investing in your future.  Blogging will:

  • Establish your credibility
  • Generate leads

The one thing about blogging is you can blog at almost any time.  Say when? Well, you could use a recording device and as you are driving to your next customer’s office. And there’s your blog, just waiting for you to post it.  You might want to invest in a voice to text type of recorder.

Social media isn’t going away.  It’s being used more and more every day. Those who have been investing their time into social media claim they are getting great results building their networks and credibility.

As your career is developing you know the importance of becoming the trusted advisor to your clients. You can do this in person and using social media tools out there.

Social media results take time, just like it has taken time to develop that trusted advisor relationship with your client.

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Offer Your Expertise and Guidance

Can you offer the skills of a trusted advisor? Why?

It’s a never ending battle each and every day for businesses as they face different situations that present challenges and issues.  The key executives and decision makers rely on the guidance and recommendations of others to help solve problems and challenges.  We call this a trusted advisor.

They look for people who they can count on and trust, who are positive and can think outside the box with the challenges they face.

These decision makers are not looking for the quota salesperson, they are looking for a consultative sales professional or a Trusted Advisor.

What I have discovered during Quid Pro Quo Sales Training is very few sales professionals feel they have the authority to set the rules for relationships with potential prospects.  When they feel this way, they become steroptyped as a “quota” sales person and they are not considerd by their client as a any type of consultant or trusted advisor.

You need to change how your client or prospect perceives you and it’s up to YOU to set the guidelines of a give-and-take relationship with your clients.  Hold on to this thought: To take on a consultative selling approach you are trying to help solve issues and challenges — not merely trying to sell your product or service.

Each prospect or client has unique challenges, so you cannot do the same thing for each of them.  Instead, to truly be their “trusted advisor” you need to think positively, think outside the box.
Start right now and free yourself of being identified as a quota salesperson. Develop your give and take relationship and become a Trusted Advisor to all your clients and prospects.

Published in: on 05/10/2010 at 5:39 am  Leave a Comment  
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How Sales Experts Realize Their Full Potential

One of the discussions I often have with my clients is taking risks.  As a sales expert taking risks or getting out of your comfort zone helps you to transition to accept what was and move on to what can be and realize your full potential.  Here’s what you need to do and take a few risks along the way:

  • Let go of the past
  • Pursue your ideas
  • Think outside the box
  • Express your feelings
  • Don’t be afraid of failure

Taking the big step of getting out of your comfort zone helps you take emotional risks.  This is the only way you will grow and realize your full potential.  Learning from failure teaches you how to celebrate your successes.

To be successful is to change.  Each day we hear something has changed in the economy, good and bad.  If you don’t change your old ways and take a risk for change, then you can’t complain that things are tough.  You won’t know until you try, but if you don’t try you will never know.

“Sometimes we stare so long at a door that is closing that we see too late the one that is open.”   Alexander Graham Bell

Our economy is taking a turn for the better.  But don’t sit and stare at a closing or closed door.  It’s time to look for doors that are opening and take the risk and make the change.  Invest in yourself with Quid Pro Quo Sales Training.

A Trusted Advisor Needs a Mentoring Relationship Too

As a trusted advisor you develop a mentoring relationship with your client.  Do you realize that you should have one too?

People who augment each other’s lives and help others flourish and prosper are true potential leaders. They are called “mentors,” and they often are more available and eager to help than you might realize.

As a trusted advisor you should seek one out if you don’t have someone you can rely on as your advisor.

A positive mentoring relationship occurs when one person asks another for help, gets this help, and accepts it.   This type of mentoring relationship is healthy and should be encouraged.

After all, as a trusted advisor you are offering help to your clients and your clients are accepting it.

Here is a simple checklist you can use to choose a potential leader or mentor you might associate yourself with.

  1. Do I trust them by their actions?
  2. Would I like to be perceived (by my actions) in the same way they are perceived?
  3. Do they have traits and skills I can learn from?
  4. Do I like their manners and the way they treat other people?
  5. Do people respect this person for all the right reasons?

If you answered no to any of these questions, this is probably not your best option for a leadership role model. You can apply the same questionnaire to the people you currently have in your circle of influence. The same is true for them as well. If you answered no to just one of these questions, you might want to evaluate the nature of your relationship.

There are millions of worthwhile people in the world that you can benefit from. Be critical in your selection process. Choosing the right people to associate with is critical to your future health, spiritual well-being, and prosperity.

Published in: on 04/02/2009 at 11:19 am  Leave a Comment  
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Trusted Advisor Bob Beck Talks About Relationships

For any business relationship to develop, it is built on trust and confidence.  That is why many sales professionals have earned the title trusted advisor in their career.  They become the CEO’s trusted advisor, because the CEO has assurance that what they are being told is reliable, honest and trustworthy.

But, if you think about it, trust has to be in all relationships, both personal and business for them to be successful and for the bond to happen.  As a trusted advisor, you become the leader.

Since CEO’s or decision-makers rely and trust you, they look to you to assist with recommendations and make them aware of all options available to them.  The value-add for them is they get a thorough understanding of what options are available to them.

As you go out on trusted advisor missions for a prospect or client learn to develop an understanding of your own intelligence and resources.  This is how you will make an impact for the business’s long-term competitiveness and develop your relationship with them..

Sales training can help you understand and put into to practice the role of a trusted advisor.  This training has incredible value over the long-term for developing relationships.

Trusted Advisor Bob Beck Learned to Overcome Fears

Many of my posts have talked about becoming a trusted advisor and the skills you need to develop this status.  Some people never reach their passion of becoming a trusted advisor because the level of their fear has prevented them from taking action.

Whether it was asking someone out on a date, requesting a raise, switching jobs, or pursuing your creative passion, fear can totally paralyze a person. Most of the time, these fears don’t come about because of immediate life-threatening circumstances. They’re usually brought about by things that, when looked upon in retrospect, are comparatively trivial. However, we get so worked up in our minds, these fears seem justifiable and insurmountable.

As a trusted advisor it is has been at these moments I find myself at a crossroad with two paths clearly in sight. One path tells me to face my fears, to move forward with courage. The other path tells me not to risk it, to stay where I am. What most of us do when confronted with such a choice is to weigh the risks and assess the possible outcomes.

It takes a lot of courage to learn new things, to explore new opportunities and to take calculated risks. The most successful trusted advisor in the world often started with nothing but a dream. These trusted advisor of their industry turned out to be successful beyond imagination. But they weren’t always on top of the heap. It took courage for them to follow their dreams.

Most people reach a point and convince themselves, “This is as far as I go. This is as good as it gets.” Whether it’s their relationships, their jobs, careers, earnings, or you-name-it, this complacency limits their chance for success as a trusted advisor.

Their fear paralyzes them. Or they lack enough courage to risk venturing into the unknown. Of course the unknown can be a scary place.

It takes courage to overcome your fear and achieve your full potential as a trusted advisor.

Learn more about Trusted Advisor Bob Beck and how sales training can help.

Bob Beck Trusted Advisor Talks About Listening

Improve Your Listening Skills

Listening is one of the most important skills any trusted advisor should have.  As a matter of fact it should be right up there as one of your top skills.

Think about what happens if you don’t listen and listen attentively. You could miss many opportunities.  Not to mention, you will lose the ability to follow-up correctly.

As your career progresses as a trusted advisor, train yourself to become a great listener.  This skill isn’t always easy, however, extremely valuable.  Listen to what your client’s wants and needs are.  When you listen, you will be able to assist them.

Trusted advisors have used this method and if you need to practice, start by asking more questions, recall three of the most important pieces of information as you understand it, and finally make sure your client is in agreement with your understanding.

Challenge for Change

One method a trusted advisor uses is the consultative approach with their clients.  As you work with your clients, often times they are not moving forward or at the pace they would like.  Now, as their trusted advisor offer them a challenge to change.  Your clients know they should change, and the natural thought process clearly indicates that if what you are doing is not giving you the results, then something should be changed.

Sounds easy, right?  No.  Human nature doesn’t like change, it likes comfort, it likes the same old routine. And if you continue to do the same thing over and over again and believe something different is going to happen, and it doesn’t, ask yourself why?  I bet you got the answer, maybe I should’ve tried, “this, this, or that.”  There was no change. Change can only come as a result of hard work, commitment and dedication.

And the same holds true for you as you develop your career as a trusted advisor.  You’ve got to keep moving forward. And don’t stop, keep moving forward. You will be surprised with the approach of moving forward, just how far you can go.  Don’t fall into thinking that someone owes you something.  Don’t take that approach.  A trusted advisor knows that showing up everyday is not good enough; following the crowd will not take them to the top of the heap.  Don’t slow down your growth as a trusted advisor.  Keep moving forward and move those obstacle out of your way.

Maximize your abilities — If you’re not maximizing, then challenge yourself to change your situation.

If It Were Easy Anyone Could Be A Trusted Advisor

Have you heard it said, “It isn’t going to be easy.” If it were easy, everyone would be a trusted advisor.

All situations and opportunities present challenges; that’s just part of life. Thinking positively to handle these challenges is what separates the exceptional person from the average one. You have to be willing to venture out positively and pave your own path for the pursuits you seek in becoming a trusted advisor.

If everyone did the same thing, everyone would be a trusted advisor.

You can elevate your thinking to extend what you think you are capable of.  Ask yourself: What areas of your life can you give yourself a push in the right direction just by thinking positively–even if at this moment you’re not 100 percent sure you can actually get there? Go ahead. It’s a good exercise, even though it may be hard.

“Hard,” by the way, is a relative term. What is hard to one person might not be hard to another. How each person evaluates the degree of difficultly is different. Sometimes things appear harder, and the obstacles are larger than they really are. It’s like your mind has one of those mirrors on a car that says, things may appear larger in this mirror than they really are.

Whitney Houston sings a line in one of her songs that says, “Free your mind and the rest will follow.” Free your mind of negative thoughts and the negative passengers on your bus. Make a vigilant effort, and everything else will fall into place.

It might not happen overnight or even in the time frame you’d like, but stick with it and it will happen.  You can become a trusted advisor.

The Highest Level Of A Trusted Advisor

In a post, “Did You Know That Everybody Sells?” everyone really does sell, even the President of the United States must sell.

It all starts with the Presidential Primaries, with an individual selling themselves as a Trusted Advisor, a person who can lead the country and build confidence in the people that they can do the job.

On January 20, 2009, Barak Obama will be sworn in and become the United States’ 44th President. He was elected by the people of the United States because they saw him as the expert to lead the country and solve problems and issues. He really has an agenda that needs to be addressed and to solve the issues and problems for the people of the United States.

One of Barak Obama’s goals is to “sell” the people of the USA that his economic plan is right for the country.  President Obama must remain committed to turn our tough economic times around and continue to gain the trust of the people that his plan will work.

To hold a favorable rating as President and the people’s Trusted Advisor over the next four years, President Obama must continue to keep his relationship strong with the people of the United States by remaining honest and ethical to prevail in the highest Trusted Advisor role, that of the President of the United States of America.

You see, even the President of the United States must practice the same fundamentals of becoming a Trusted Advisor, just like you practice each and every day in your sales career.