What’s the difference between being a preferred vendor and a trusted advisor?
Someone asked me this question not too long ago so I thought I would write a little about this.
Isn’t is enough to be included in the list each time the customer has an Request for Proposal?
Short answer: No, if you want to have an advantage over your competition.
And we all want that advantage! It’s being a preferred vendor and more.
So what is a Trusted Advisor (in business)?
It’s like being invited to sit at your customer’s table. You’re seen as a partner to their success; not an outsider. They no longer just asks you about your products and services only. They will also ask you for your insights into everything else that is happening in the industry, the environment they operate in, and yes, your products and services too.
There’s many benefits of being a trusted advisor. The biggest one is the privilege to share a long-term and rewarding relationship with the customer. Trust goes a long way.
What’s the key to being a Trusted Advisor?
Your attitude.
Your customer has a seat reserved for the Trusted Advisor. Who will be invited to take it?
About the Author: Gina Phan is a consultant and trainer with Zinfinity Consulting. She currently conducts courses in workplace performance skills. Click here to contact her, follow her on Facebook or connect with her on Linkedin.
(*Feature image by S K from Pixabay)
#consultativeselling #trustedadvisor #communicationskills #persuasion #sales #customerservice #accountmanagement #trainergina #ginaphan #gp
