Are your trusted advisor sales reps selling like slimeballs?

I ask my sales training attendees to identify the slimiest salespeople they’ve ever met. Most identify a specific industry like time shares or used car sales.I next explain, the difference between a trusted advisor to a customer and somebody who's slimy and pushy is not in the steps of a sales call. They’re all using the same steps. The differences are in how they utilize the steps.High pressure slime ball salespeople focus the majority of time on the last steps of a sales call, presenting and closing. They spend little time asking questions, lowering the buyer’s resistance or positioning what they're going to say. They immediately start selling their message and closing as soon as possible. To be considered trusted advisors your team needs to be asking more questions than presenting and listening more to buyers. Today’s video talks about Trusted Advisors vs. Slimeballs. It’s an idea from a good friend and fellow sales trainer Jeff Slutsky from Kansas City. Your reps will better position themselves as trusted advisors when they spend more time lowering resistance and asking questions…so they can sell even more!