In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones:

1. Trusted advisors try to provide value, not supplies.
2. Trusted advisors focus on building relationships, not just closing deals.
3. Trusted advisors consistently provide buyers with actionable insights and strategies for improving their business.
4. Trusted advisors make decisions based on what’s best for the customer’s interest, not their own.
5. Trusted advisors look for ways to get more face time with buyers, not less.
6. Trusted advisors view themselves as partners in each buyer’s success.
7. Trusted advisors put the relationship first, quota second.
8. Trusted advisors strive to be considered experts in the field. They don’t only attend industry events, they look for opportunities to draw more prospects to them by participating in these events as speakers or session moderators.
9. Trusted advisors speak in terms of long-term value and return on investment, not price.

Are there any more you’d add? Let us know in the Comments Box below.

Source: “The Little Teal Book of Trust” by Jeffrey Gitomer

Tags: advisor, consultant, salespeople, Trust