10 Keys to Becoming a Trusted Advisor

Consumer insights on becoming a trusted advisor

In The Little Teal Book of Trust, Jeffrey Gitomer offers this 10-point “trusted advisor” checklist as a way for reps  and sales people to ensure they stay on target:

  1. Trusted advisors are value providers, not suppliers.
  2. Trusted advisors focus on building business, not just closing it.
  3. Trusted advisors consistently provide buyers with information of value.
  4. Trusted advisors make decisions based on what’s best for the customer’s business, not their own.
  5. Trusted advisors are empowered by their customers to take action on their behalf.
  6. Trusted advisors look for ways to get more face time with buyers.
  7. Trusted advisors look for ways to help buyers increase profits.
  8. Trusted advisors put the relationship first, quota second.
  9. Trusted advisors attend industry seminars and conferences so they can be considered experts.
  10. Trusted advisors speak in terms of long-term value, not price.

I will add the elements of The Integrity Chain (http://wp.me/pYHt6-2C) go hand-in-hand with Mr. Gitomer’s book whereby integrity leads to trust, which leads to repeat business, which leads to increased profitability.

What do you do to earn trust and become a “trusted advisor” to your clients?

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About Insights From Analytics

Integrated marketing professional who generates insights from analytics to increase revenue. Daily blog now resides at www.insightsfromanalytics.com/blog.
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