Learn the skills to become a Trusted Adviser and guider. Much better than being known as the great “selling rep” of your company
Call yourself a Key Account Manager or BDM if you wish, you’re still always a salesperson though in your clients eyes. Sales people with great products and services should not be selling. They should be guiding. Essential Traits:
- Ability to holding the highest levels of strategic dialogue with executives
- Ability to quickly exceed expectations in both performance and establishing client loyalty
- Minify sales cycles and competitor threats
- Decrease price pressure and increase company margin, profitability and customer retention
- Display experience and know how to gain the optimum and widest access to cross selling opportunities
Ultima’s Trusted Adviser Sales Training
Ultima’s Trusted Advisor Training Program consists of a five-part structured framework. Incorporating skills and development techniques to become the trusted and preferred provider that you ultimately know you can be. Position yourself well with your key account managers. This Program helps participants to think, understand and excel in displaying the distinct behaviors of a trusted adviser. Self awareness is obviously key. Empty promises are worthless and will be the detriment of any selling opportunity. Instead assess where your client actually is and utilize your intelligence and sales ability to make them proud.
In our courses our attendees learn to have higher levels of awareness before opening their mouths in a sales situation. Effective questioning is key with our valued clients to establish their current and long-term objectives. Sales is NOT just about selling. Sales is NOT about having the chat. There are many guys who do just that and always fall by the wayside when the best deals approach them. Sales is about finding the ideal solution for any situation to benefit your customer. If you don’t have the solution then don’t make the sale. The last thing you want is a complaint which will damage all of your future sales. It will also ruin your morale moving forward for prospecting.
The best sales people have ethics, intelligence, empathy as well as speedy understanding of clients needs and a way to furnish those needs with a solution. To become a trusted adviser (same as a sales person however with a greater mindset) you have to better understand the needs and wants of your customer. This is what our training will help you to establish.