BECOME A CONSULTANT, NOT JUST A SALESPERSON
Top salespeople see themselves as consultants and advisers-not just as salespeople. How do you become a consultant? Simple. You behave like a consultant in every customer interaction. How do salespeople consult? They ask good questions and listen carefully to the answers. They seek to understand rather then to be understood. They focus intently on the customer and seek ways to understand the customer's situation so that they can make good recommendations to help the customer.
Consultative salespeople look for customer problems they can solve. They recognize that whatever they sell, it is a solution to a problem or need that the customer has. Their first job is in the sales conversation is to uncover the true need and understand what in necessary to satisfy that need.
Consultants see themselves as working for the client, rather than for themselves. And the most interesting discovery is that customers will accept you at your own evaluation of yourself. If you see yourself and think about yourself as a consultant, and describe yourself as a consultant to your customers, they will accept that you are a consultant, and they will treat you accordingly.
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