All successful salespeople do three things well. They comprehensively understand their prospect’s issues, have deep empathy AND take the lead PRESCRIBING solutions.
Your clients come to you for your insights. You need to demonstrate you understand the root cause of their problems – not just the surface symptoms.
And then guide them to a solution. i.e. Take charge!
If you feel they’re going down the wrong track – tell them. Firmly, not arrogantly. You’re the expert – act like one.
Recently Interviewed a senior executive of a $1B company on behalf of a client. While he loved their work, one comment was reiterated. “They’re the experts. They should have stood up to us more if they thought we were going down the wrong track. Would have saved time going round in circles.
Which comes down to what I call “executive rapport” – I have an extensive article on this – if you’d like it drop me a note.
