Having skills that can elevate a sales person to the trusted advisor level are a key to being able to increase sales within existing accounts. They also help salespeople provide more comprehensive solutions that not only meet the need but take it to a broader, more strategic level of solution. Let’s face it, as much as a buyer thinks they can get all the information they need online to make a buying decision, there isn’t any way possible that they can know how the solutions available could fill a broader need. Their focus on one “problem” and not allowing sales people to be involved earlier in the process really does them a disservice.
A salesperson who is lacking the skills to open up the discussion to explore other ways of meeting the needs of the client misses many opportunities to differentiate, provide more strategic solutions and improve their sales.
