The Coaching Effect Blog

The Coaching Effect Blog

    6 Dimensions of a Trusted Advisor Relationship.

    by Kristi Shoemaker / April 12, 2012

    Tom Cates, President of Brookeside Group, was a featured instructor at our spring SalesTom Cates Trusted Advisor Expert Coaching Summit in Austin, TX. In today's competitive landscape, organizations that understand how to become a trusted advisor, in the eyes of their customers, will win. The financial benefits are considerable. Here are the highlights from his Summit session.

    6 Dimensions of a "Trusted Advisor" Relationship.



    Are you reliable, dependable?
    Do I believe you will do what you say?


    Can you actually do what you promise?


    Do I feel like an unique individual, or am I just a segment, a demographic, or a number?


    Are you looking out for my best interests, ensuring I don’t encounter an unwanted surprise?


    Do you understand the “bigger picture”…what my world is really like?


    Do I like working with you? Do we ‘click’?


    Ask yourselfthese questions:

    1.Where are you NOW?
    –Do you have a relationship or a transaction?
    2.What is MISSING?
    –What dimension is missing from the relationship?
    –Is it just this relationship or throughout many clients?
    3.Fix the DEFICIENCIES
    –What behavior must your team demonstrate?

    Tom Cates also conducted a Sales Management Webinar for us last year. Download a copy of the webinar on this same topic "The Secret To Being A Trusted Advisory"

    Tags: Sales Process

    previous post The 5 Most Important Questions for a Sales Manager to Ask
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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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