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 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 about the six dimensions of a trusted advisor relationship.

    The 6 Dimensions of a Trusted Advisor Relationship

    1. Integrity

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

    2. Competency

    • Can you actually do what you promise?

    3. Recognition

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

    4. Proactivity

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

    5. Savvy

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

    6. Chemistry

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

    Ask yourself these 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. What behavior must your team demonstrate?

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    Tags: Sales Process

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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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