Sales Coaching Blog

6 Dimensions of a Trusted Advisor Relationship.

Posted 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.

 

Integrity

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

Competency

Can you actually do what you promise?

Recognition

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

Proactivity

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

Savvy

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

Chemistry

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"

Topics: Sales Coaching Summit, sales processes, sales rep peformance, top performing sales organizations

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