Sales reps as a trusted advisor to the customer

Todays' customer can access the information at the fingertip, this has given them more control over the buying process. Traditionally, sales reps relied on acting as an individual with information which helped customers in making a decision. With the internet becoming more accessible it has resulted in ease of getting information ultimately salesperson are adding less value. How can sales reps overcome this challenge?

One of the ways in which sales reps can gain customers trust is becoming an advisor to them. This role takes time and effort, and it must be developed through deliberate actions.

Advisors offer value and actionable insights. They do not just push products and try to make a sale. They focus on the customer’s ROI. They do not just consider price and revenue for their organization.

Advisors think long-term and build relationships. They do not just go for short-term gains. Trusted advisors make decisions about what’s best for the customer. They don’t always prioritize their own interests.

The way to achieve all of these is by changing to the customer-first approach.