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Go Beyond the CRM

Pink Poppy Flowers

From Salesperson to Trusted Advisor: How to Become the “Go-To” Expert in Any Field

Resource Guide Edition

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In a crowded marketplace, the difference between a salesperson and a trusted advisor comes down to one thing: value—not just in your product, but in you. This is the heart of consultative selling: understanding your client’s challenges, guiding them toward solutions, and becoming the person they trust when problems arise.

What is Consultative Selling?

Consultative selling means putting problem-solving ahead of product-pushing. Instead of “How can I sell you this?”you’re asking “How can I help you solve this?”

The goal is to become indispensable—not because you have the lowest price, but because you have the highest value.

How to Become the Go-To Expert in Your Field (with Resources)

1. Master Industry Knowledge

Know your client’s industry inside and out.

  • LinkedIn Groups — Search for groups in your target industry.

  • Gartner — In-depth market research and trends.

  • Forrester — Data-driven market insights.

  • IBISWorld — Industry reports and statistics.

  • Search for Trade Associations in your field.

2. Become a Connector

Build a network that benefits your clients.

  • Chamber of Commerce Directory — Find your local chapter.

  • Lunchclub — AI-powered networking for professionals.

  • Alignable — Small business networking platform.

3. Invest in Problem-Solving Skills

Learn to ask better questions and uncover the root of challenges.

4. Share Insights Publicly

Demonstrate your expertise regularly.

  • LinkedIn Publishing — Publish industry articles directly to your network.

  • Medium — Reach a broader audience with thoughtful content.

  • HubSpot Content Marketing Certification — Free training to improve your messaging.

5. Leverage Continuous Learning

Stay ahead of industry changes and trends.

  • Podcasts: The Advanced Selling Podcast, Sales Gravy.

  • Google Alerts — Track industry-specific keywords.

Final Thought

Consultative selling is about making the customer’s success your priority. By combining insight, industry expertise, and a genuine interest in solving problems, you’ll transform from “another salesperson” into the person people call first.


 
 
 

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