” Why You Need To View Yourself As A Consultant Instead Of A Salesperson”
Consulting Versus Selling In 2008
By: Axel Henriksen “The Wizard Of Wealth”
View Yourself As A Consultant Instead Of A Salesperson
You need to develop your self-image to that possessed by the worlds high-achieving salespeople; “They see themselves as consultants rather than as salespeople. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer” if you are wanting to be Successful in 2008 you will need to make this transition fast as the old methods no longer work. 
Approach Your Prospects and Customers As Clients
You will need to learn how to approach prospects and do what they do; “They do not approach their customers with hat in hand, hoping for a sale. They approach their “clients” with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal”. 
Ask The Right Questions and Listen Carefully
You also need to learn the importance of asking the right questions; “Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer’s situation so that they can make intelligent recommendations based on what the customer really wants and needs”. 
Become An Expert in Your Chosen Field
Once you can move yourself from SALESPERSON to being viewed as an Expert and a Consultant in your chosen field by doing what other experts do; “As a consultant, you recognize that you must be an expert, an authority in your field. You will know your products and services from one end to the other. You will invest many hours familiarizing yourself with every single detail of what you sell, and of what your competitors sell as well. You will know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what your competitors are offering. You have excellent product knowledge which your customers can sense and which gives both you and your customers greater confidence throughout the sales conversation” This dedication will ensure that You experience levels of success that until you completed those tasks you could only ever dream about as being possible and find are now actually achievable with your new found knowledge.
Become and expert by Using the MySalesSuccess Profile
You Must Differentiate Yourself from Your Competitors
As you desire to become a Top salesperson you will learn what you need to do and practice how to do it; “Top salespeople, by positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it’s true” Great salespeople are not afraid to say sorry but what we offer isn’t right for you and I can recommend that you contact …. As they can help you….or id you have no objection I will get them to give you a call. 
Action Exercises
Here are two things you can do immediately to put these ideas into action.
“The Wizard Of Wealth”