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.
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?
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