Tom Cates, President of Brookeside Group, was a featured instructor at our spring Sales 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’?