Struggling to be looked at as a trusted advisor?
Well remember, silence is golden.
It can be hard for us in sales to be looked at as trusted advisors, particularly when we’re so chatty and so quick to engage our prospect at every moment of the conversation. But it’s not a tennis match, so why not do what I do?
When you ask a customer a question and they answer, don’t comment on their answer, just sit in silence until you have another question. By not revealing your reaction to their answers, your opinion of their answers becomes more valuable to them, and they get more curious on what we think, which is always the beginning of treating someone as a trusted advisor.
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