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A Trusted Advisor: by Bob BeckThis is a featured page


A Trusted Advisor: by Bob Beck - A Trusted AdvisorOrganizations need a clear vision, a validated strategy, and a measurable/consistent execution of their sales program to be successful.

Having a structured sales approach, that is reinforced, that everyone can follow and understand is a basic component of a company’s success. As President and Founder of Sales Builders Inc., I tend to be an executive partner, a sales coach, Trusted Advisor, and a member of each client’s strategy team. This allows me to share my experience with a wide variety of companies, and it has given me the opportunity to share my sales approach, regardless of the product or service being sold. It is also how I became a trusted advisor.

By the way, most of my knowledge was gained from the school of hard knocks.

In this economy there is no time or investor patience for a make it as you go strategy that so many companies and sales rep employ.


Becoming a Trusted Advisor Is All About Respect

Mutual Respect


Selling is like Sailing a Boat

Selling is like sailing a boat. Generally, you need some level of instruction to be able to sail. After a few lessons, most people are fairly effective at getting their boats from one point to another. Unless you are me, I’m can very effectively get the boat out in the water with the wind at my back, I can easily be mistaken for a real pro. The trouble comes when I have to turn back? I still haven’t figured out how to get wind in the sails with it blowing in your face? Most of the people who sail have figured this much out.

However, these same Sunday sailors would not be ready to sail a boat in an America’s Cup race. At that top level, you need expert training, experience, and determination. The same is true if you want to be a top professional salesperson. Without expectation there are sales people who succeed because they are at the right place at the right time, or economy is really booming, or the marketing department has them inundate with leads.

What happen when the economy is challenging, like it currently is or you may not be representing the hottest product on the market? You have to be an expert, a Trusted Advisor, a top sales professional, and have a processed approach. But where do you get the advanced sales training?















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BobBeck 		Latest page update: made by BobBeck , Sep 22 2010, 6:41 AM EDT (about this update About This Update BobBeck Edited by BobBeck


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Adobe Portable Document Format Bob Beck Sales Trainer - Selling Scared.pdf (Adobe Portable Document Format - 76k)
posted by BobBeck   Dec 12 2008, 9:30 AM EST
After finding more opportunities and building the pipeline, qualification remains the most critical part of the sales cycle