No one ever asks “Hey, have you bought anything yet today?”
As a sales rep, you need to change your mindset about how people buy. Don’t just be a ‘trusted advisor,’ become a concierge, or a sherpa, and guide them through the journey.
Understand how clients make decisions: the administrative, political, economic, and emotional side of buying. A good rep just services a deal; they’re a clerk. A great rep helps the client justify a purchase and moves them down the buyer journey. Guide, educate and enable them along the way so you can let them discover their needs with you during your conversations and keep the deal warm.
Great reps know what that gauntlet looks like and guides the client through it.
BRIAN BURNS, HOST, BRUTAL TRUTH PODCAST