320. Trusted Advisor Selling

Category: III. Senior / Advanced Sales (5 or more years experience)

Course Objective and Content: How to eliminate the competition from your key accounts and keep them out by working with the elements of Trust. A strategy to win 100% of your customer's business.


Key Topics Covered:

  1. What is Trust in the context of buying and selling and why is it important?
  2. What are your personal experiences with Trust and how far are your prepared to go when you are the  buyer?
  3. What are the dimensions of Trust in a business relationship?
  4. What sales competencies do most sales reps / organizations have?
  5. What is a Trusted Advisor and why is this role necessary?
  6. What do customers expect from sellers they Trust?
  7. Is winning the sale always the right goal to have?
  8. Can you sell and win without Trust?
  9. What happens to the competition? How will they react?
  10. Evaluating your key opportunities and accounts in terms of Trust. What needs to improve?

Preparation: Suggested optional reading: "The Trusted Advisor", David H. Maister


Duration: 1 day (9 to 4:30)

Location: Toronto (GTA)

Dates: TBA (Note: Call and register your interest)

Fee: Please Inquire.

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