Mark Hunter joins Will on this episode of the Salesman Podcast to discuss his book Advisor Selling and how becoming a trust advisor and industry expert is integral to crushing business in the internet age. 

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The role of the “Trusted Advisor”

The show is kicked off with Mark defining what an advisor is and it is crucial (read: you will lose your job) that you become one.

If all you’re doing is giving the customer information they can get off the website you will be replaced.”

The show is wrapped up by talking about how you can promote your expertise as an expert in your chosen industry without coming across as a jerk.

Mark and Will also cover –

  • The role of the “Trusted Advisor” in sales
  • How to become a known industry expert
  • Why if you’re just giving information you’re not giving value
  • How the internet has changed the game forever
  • Why there is no longer a “best product” in any market

 

 

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Guest info:
Mark Hunter is a keynote speaker and sales trainer. There is nothing he like better than helping companies and salespeople succeed.

Mark started consulting as a business in 1998 and wrote the book High-Profit Selling: Win the Sale Without Compromising on Price in 2012! More recently he wrote Advisor Selling: the art of becoming a trusted advisor.

 

Show notes:
TheSalesHunter.com

 

Books mentioned:

Advisor Selling: the art of becoming a trusted advisor

High-Profit Selling: Win the Sale Without Compromising on Price

New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development