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Presentation summary of speech given at MIS Marketing Institute of Singapore July 29, 2010. Struggle with business development and sales? Are you always confident and comfortable with the client? Very few are. See how the "magic pill" can help!
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© Trusted Advisor Associates LLC, 2010 all rights reservedThe Trust Edge: Trust-based™ Selling and
Business Development
The Four Levels of Client Relationships: Where Do You Stand?
Breadth of Business Issues
Relationship Based
Trust Based
2
3
4
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
2MIS
Breadth of Business Issues
Depth of Personal Relationships
Service Offering Based
Needs Based
1
2
Buyers Today
Buyers are wiser:• More technically and product astute
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
3MIS
• Most buyers recognise the motives of sellers
SF BD
How Buyers Buy
They buy in a two-step process:1. Screening (rational and linear)
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
4MIS
2. Selection (non-rational and personal)
What Do Buyers Really Want?
Four concerns/motivators:1. The product and its characteristics/features2. A solution to the problem
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
5MIS
2. A solution to the problem3. A good business partner4. Someone they can trust
How?
What is Trust?
Trust is a relationship between one who trusts, and one who is trusted.
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
6MIS
Trustworthiness.
The Trust EquationONE MODEL TO BUILD TRUSTED RELATIONSHIPS
C + R + IS
C + R + IS
T trustworthinessT T ==
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
7MIS
SST trustworthinessC credibilityR reliabilityI intimacyS self-orientation
T T ==
Results of a Trusted Relationship?
• You ease the pains • You become more confident and comfortable• You differentiate yourself
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
8MIS
• You differentiate yourself• Less competitive bids• More referrals• More business• Etc. …
For More Stuff….
egyii.com and egyii.com/blog (for presentation)
For white papers on Trust: The Core Concepts andCan Trust be Taught? email me, please.
© Trusted Advisor Associates LLC, 2010 all rights reserved
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
9MIS
Contact: [email protected]
Fan page (blogs, sales tips, etc.): http://www.facebook.com/egyii
"Great selling, above all, is about service to others: it requires great relationships." Charles H. Green, Trusted Advisor Associates.