88% of Leads Buy When a Salesperson Assumes the Role of Trusted Advisor: How to Capitalize on This Stat

Published on Oct 2, 2020

There are certain professions that people are inherently wary of. Car salesmen, real estate agents, and lawyers are just a few that come to mind. 

But it turns out that there’s also a growing distrust of salespeople these days. One study found that just 32% of buyers view sales as a “trustworthy profession,” while another study says only a paltry 3% consider salespeople to be trustworthy. 

Whatever data you go by, there’s clearly a negative perception of salespeople and something they need to overcome. So, how exactly can they go about that?

It’s simple. Assume the role of a “trusted advisor.” 

An Age of Unprecedented Customer Empowerment

We live in a new era where people are more empowered than ever when it comes to making purchases — something that’s largely due to the internet. Having access to an unending supply of information where buyers can search for literally anything in seconds means they’re highly informed.

Or as Gigi Peccolo, Content Manager of conversational AI platform OneReach, puts it, “The information gap between companies and customers is slowly being closed as the empowered learn what they’re capable of. It’s no longer a monopoly, it’s a duopoly, and it’s shifting in customers’ favor.”

This means most people have very little patience for fast talking, back slapping salespeople trying to separate them from their money. And if they sense the least bit of dishonesty or sleaziness, they’re quick to walk away and look elsewhere. That’s especially true for B2B buyers who often have a strong familiarity with inside sales tactics that your average consumer does not. 

Closing the Trust Gap

And this collective distrust of salespeople is a big problem. Without a basic sense of trust, you can’t even expect B2B buyers to listen to a sales pitch, let alone make a major purchase that could potentially make or break their company. No matter how rock solid your sales funnel is, it’s going to be an uphill battle if you can’t close the trust gap. 

The key to doing this is to modify your approach where instead of your team taking the role of traditional salespeople, they instead strive to be trusted advisors. Considering that 88% of people are only willing to buy when they view a salesperson as a trusted advisor, this can be your ticket to not just getting immediate sales, but paving the way for repeat business as well as referrals.

In fact, “79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.”

How to Make the Shift to Trusted Advisor

For starters, it requires that your sales team collectively adopts a different mindset than what they’re probably used to in terms of interacting with buyers. And the key to doing that is having your salespeople treat it like they’re merely helping leads find the right solution and supplying them with information to make an informed choice rather than straight up “selling.”

Sean Callahan, Senior Manager of Content Marketing at LinkedIn, says it well with this quote. “People need to feel like they’re making an informed decision about a purchase without background sales pressure. Don’t think of it as selling: think of it as providing the information, benefits, and value so the customer can sell themselves.”

In other words, it’s about shifting from sales to solutions. That should be the initial catalyst for making the transition. 

Develop the Core Qualities of a Trusted Advisor

Next, your salespeople need to focus on developing the core qualities that B2B are seeking.

These include:

  • Fully researching each buyer to understand their industry, needs, pain points, goals, etc.
  • Demonstrating competency by knowing the ins and outs of different product solutions and how they relate to the buyer’s specific needs 
  • Improving question asking skills to show genuine interest in a buyer’s business and provide the optimal level of service
  • Being transparent and honest every step of the way during interactions
  • Acting with integrity and not offering products a buyer doesn’t truly need
  • Keeping a collaborative tone with buyers, letting them know the salesperson is working to come up with the best possible solutions 
  • Developing real chemistry with the buyer and striving to achieve a certain sense of “likability”

Follow a Customer Focused Problem Solving Process

Finally, there’s a particular problem solving process that Nick Frank, Managing Partner at Si2 Partners outlines that is helpful for achieving the role of trusted advisor. 

It involves six steps, which break down as follows:

It’s all about identifying what each individual buyer’s unique pain point is, figuring out what’s causing the problem, and determining what specific product your company offers that can solve it. From there, it’s a matter of implementing the solution and maintaining close contact afterward to ensure everything goes smoothly and addressing any issues that may arise.

It’s not about shoving some random product down a buyer’s throat and leaving them on their own after that. Rather, a salesperson should act as a buyer’s own personal advisor who sticks with them every step of the way. 

Appealing to 88% of Leads

We’re living in a new age where old school, and quite frankly raunchy sales tactics that are ultra aggressive no longer cut it. The vast majority of B2B buyers are not only unreceptive to this type of approach, they’re completely turned off of it. And most can sniff out any sleaziness from a mile away. 

But what they are receptive to is dealing with salespeople who they view as trusted advisors. Helping your sales team transition to this role is critical moving forward and can be instrumental in converting more leads and generating bigger profits. 

Looking to hire top sales talent who “get it?” HireDNA can help you do that while using powerful recruiting technology and science-based sales assessments to eliminate 96% of hiring mistakes. Get your demo today

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