It is no accident that two core competencies of human resource professionals, for example, include consultation and relationship management. And this is no different for other professionals whether internal company consultants or external sales consultants. Trust is vitally important, and this is built on credibility and respect. With this new understanding, internal and external consultants can help in the decision-making process using information all parties have readily available, thanks to the Internet. They days where one side (usually the seller) had all the information is over. If you are not selling a product but selling your service, your trust, your reputation, and your relationship management skills. A client will be looking for your ability find a problem and develop a solution. The information is out there already, and the buyer can also easily obtain information on the seller. In today’s environment we need to understand that we are all in sales...
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