This is a short 4-minute podcast!

What separates good salespeople from great salespeople?

It’s their ability to show up as a solution provider and leave as a trusted advisor.

For over the past 20+ years of building sales teams and growing salespeople I’ve concluded that prospects see salespeople three different ways. They see them as:

  • Solution Providers
  • Consultants
  • Trusted Advisors 

Becoming a great salesperson is a process and it requires a process. 

It is a process of learning how to trust and persevere. Great salespeople are trusted because they trust first. They have learned how to go from being dependent on others to get their needs met, to learning how to be interdependent to meet the needs of others.

Your ongoing commitment to becoming a great salesperson will net you bigtime results. Not just monetary results either. Results that will help you help people. There are few things in this life that are more rewarding than helping people. And that’s what trusted advisors do; they help people.

When you take the time to improve your emotional intelligence, you’ll increase your ability to trust and persevere. And when you take the time to learn a sales process, your prospects will realize that you are more than a solution provider. They’ll realize that you are a trusted advisor.

Jeff Ruby

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.