Cultivating Trusted Advisor Relationships as Sales Professionals

by Michael Kalikow

In recent years, the phrase “trusted advisor” has become somewhat of a buzzword, and in many situations is used synonymously with having a good relationship with clients. After all, regardless of whether we are selling goods, services, or integrated solutions, in any industry where we have clients or customers, who wouldn’t want to have good relationship with those we serve in the marketplace. But, from our vantage point, being a trusted advisor is much more than having a good relationship. In this article, we explore what it takes for a sales professional to become a trusted advisor, and how establishing this kind of business relationship can be instrumental to longterm competitive advantage.

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