Finding Influential Advisors - what traits, skills, attributes?

Many times sales leaders ask me what do I look for when I am hiring salespeople… those that can become Influential Advisors?  Here’s a start of a list of traits, skills and attributes to look for:  

  • Passion for Excellence
  • Accessible
  • Self-starter
  • Commitment to excellence
  • Creativity
  • Quick thinking
  • Confidence
  • Excitement
  • Energy
  • Focus
  • Vision
  • Likeability
  • Persuasiveness
  • Persistence
  • Professionalism
  • Resilience
  • Resourceful
  • Willingness to learn
  • Belief in the product/service
  • Loving what you do and delivering more than you promise
  • Communication skills
  • Listening skills
  • Reader
  • Good writer
  • Good speaker
  • Organizational skills
  • Negotiation skills

More skills:

  • Ask for the Order (also referrals)
  • Be an Advisor and Resource – help others succeed
  • Consistency – using process to execute strategy
  • Entrepreneurial spirit – take responsibility for yourself; invest back in your business to help you improve
  • Fanatical attention to detail
  • Knowledge – your product, services, company, industry and competition
  • Phone skills – connect not just communicate by phone
  • Rejection – not take personally – healthy self esteem
  • Relationship builder – like people and be able to build a rapport with them
  • Right mind-set – get out of comfort zone
  • Simplicity – don’t overcomplicate things
  • Sincerity – have vested interest in clients
  • Team player – can’t do it all; must develop and encourage teamwork
  • Time management – organized and able to prioritize . (do detail work outside of work hours)
  • Volunteer – be active in community and be a super networker

Best to you as you build and develop your sales team with Influential Advisors.

Happy Selling!

 

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Becoming Influential Advisors

I refer often to the term Influential Advisor.  In the selling game there’s a hierarchy:

  • Salespeople - seller of products and services
  • Trusted Salespeople - a relationship in which you’ve established yourself with a client as a trustworthy supplier of needed products and services
  • Trusted Advisors - a sales relationship with a client in which you are a trustworthy supplier of needed products and services, plus knowledge and information about the aspects of the clients business that are directly affected by the products and services.
  • Influential Advisors - a sales relationship in which you are a trusted source of products and services and knowledge about those things, plus an influential source of advice and information about the impact of your products or services on the client’s entire organization.

Most have heard of the term “Trusted Advisor”, where your clients and prospects turn to you because they trust you for advice.

The influential advisor doesn’t just sell products and services or advise on solutions to problems and needs. The influential advisor is a valued resource for the client - a source of knowledge about products and services, and an influential source of input about the current and future effects of those products and services on every aspect of the client’s own business. 

What is Influence? - the ability to alter or impact thoughts, ideas, behaviors and actions.  The goal of the influential advisor is to exert real influence on those business decisions made by the client which affect the influential advisor’s own business.  What characteristics make you an influential advisor?

Here’s a formula for Influence:

Knowledge + Experience (expertise)= Credibility

Credibilty + Track Record= Trust

Credibility + Trust = Influence

Acquire enough knowledge and experience or expertise to become credible, then build trust. Buyers in the executive suite don’t buy products and services - they buy ideas, thoughts, actions and solutions that impact the entire enterprise. You have to talk about things that matter to them and talk to them in their language (Executive Messaging).  More importantly, you need to make it quick. I know you’ve heard of the elevator speech… well every conversation with a senior level executive needs to be clear, crisp, relevant and compelling.

Transform from trusted salesperson to trusted advisor to influential advisor. Leverage knowledge and experience to establish credibilty, build trust and influence thoughts, ideas, behaviors and actions.

Go make it happen - Identify a prospect… what knowledge and expertise do I have that will help establish my credibilty?  How can I organize my pitch to be interesting to them?

Happy Selling!

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Open Heart Surgery and Happy New Year

Originally I was not going to mention my open heart surgery on this blog. I have changed my mind due to the shear amount of people there are to update. I have had so much support from employees, clients, and friends, and have decided to use the blog as the venue to keep everyone updated. This will also help to limit the amount of time talking about my experience on conference calls, for which I will have more limited time to spend over the next few weeks. (Doctor’s orders are to give up 60+ hour work weeks for a while).

As many know, I was born with a congenital defect in my aortic valve that was surgically repaired when I was 6 years old. Since then I have had no problems. That being said, we always knew at some point a replacement was likely. Last march I ended up with a heart valve infection called endocarditis as a result of the abnormal valve I was born with. This is a very dangerous condition that can result in stroke and death. I was treated for several months but we were unable to stop brain lesions from continuing to reform. The decision was finally made to replace the aortic valve and a piece of the aortic root that had turned into a 5cm aneurysm. This is really an amazing surgery because beyond having to use a bypass machine, aortic root replacement requires complete circulatory arrest (0 Blood Flowing) which can be maintained for up to 30 minutes with your body at hypothermia temp.

On December 26th I went in at 7:30 in the morning for an as expected 7 hour surgery. While in surgery the doctors found a difficult to spot tiny hole between the inner chambers of my heart. This was easily stitched up preventing what would have certainly been a stroke at some point. I was off the ventilator shortly after and was wide awake that night. Suffice it to say, the first 2 days were the worst. The night following surgery, I ended up with excessive air in my abdomen which made breathing even more difficult when you stack on the now broken sternum.

On January 01, 2008 I was released home. Happy New Year by the way! It was great to be at home, although this introduced new challenges. For instance, I have never considered hospital beds to be comfortable, but figuring out the most comfortable way to sleep in my own FLAT bed was certainly a challenge the first night home. I am restricted from carrying anything over 10 pounds (it hurts) so basically I don’t do anything but eat, sleep, breath, and bathroom over the next several days. The pain is manageable, (thanks to magic pills) as long as I don’t need to cough or God Forbid, sneeze.

As of today, January, 4th I feel amazingly well considering what I have been put through. I plan on returning to work at a mostly full time level next week. I wanted to say thank you to everyone who supported and prayed for me and my family through this difficult time. I am looking forward to a great and prosperous 2008 and I am wishing the same for all of you!

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Santa’s Leadership Secrets

1) Build A Wonderful Workshop 

       - Make the main thing the main thing 

       - Focus on your people as well as your purpose 

       - Let values be your guide 

 2) Choose Your Reindeer Wisely 

       - Hire tough so you can manage easy 

       - Promote the right ones…for the right reasons 

       - Go for the diversity advantage 

 3)  Make a List and Check It Twice 

       - Plan your work 

       - Work your plan 

       - Make the most of what you have 

 4)  Listen to the Elves 

       - Open your ears to participation 

       - Pay attention to how you’re perceived 

       - Walk awhile in THEIR shoes 

 5)  Get Beyond the Red Wagons 

       - Help everyone accept the reality of change 

       - Remember:  The customer is really in charge 

       - Teach “the business” of the business 

 6)  Share the Milk and Cookies 

       - Help them see the difference they make 

       - Do right by those who do right 

       - Expand the reinforcement possibilities 

 7)  Find Out Who’s Naughty and Nice 

       - Confront performance problems early 

       - Coach “the majority in the middle” 

       - Remember “the super stars” 

 8)  Be Good for Goodness Sake 

       - Set the example 

       - Establish guidelines and accountability 

- Remember that everything counts. 

Have a Happy Holiday and a Wonderful 2008!  Steve  

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