SECTION THREE
OVERVIEW
How to Be a Trusted Advisor
Professionally managing the intersection between buyer and seller while delivering value at every point helps set you apart as a trusted advisor. Think about the role of an information technology (IT) sales representative. This type of sales professional has a territory that he or she calls on to discuss the features and benefits of solutions within the portfolio. In this situation, the IT sales rep has a precious two to three minutes to "gain interest" in any selling situation. Not only that, the IT field moves so rapidly that this sales professional must be constantly learning and developing technical expertise as well as selling expertise. Often asked to manage multiple relationships on both ...
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