A sales trainer explains how to turn clients into advocates who influence decision makers. The strategy centers on listening to problems, positioning yourself as a solution, and building relationships that move deals forward.
Sometimes in sales, it's not super straightforward and we don't actually know who we have to get through in order to get to the ultimate decision maker. And that's where you're looking to create advocates in order to like, push you forward and be the person who advocates on your behalf to the people who can actually make the decisions. So the real way that you build relationships is by listening to people's problems and be understanding. Not many people actually get listened to or have an opportunity to really kind of talk in depth about themselves. Very often you spending the time to understand in depth the problems that you, you know, the finance manager is having within a business when it comes to credit card processing and some of the things that is making their life difficult, taking that person through that with not an outcome of selling, but an outcome to get to the next step. You have to focus on selling that you are the solution to their problem and treating that as an independent sales process in itself. So they become an advocate for you to actually get through to the people who can pay you the money.
