Sales Webinar | From Vendor to Trusted Advisor
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Gain insight on the impact on a customer of a bad buying decision is always worse than the impact on a sales person of a lost sale. When you genuinely have your customers’ interest at heart, good things happen. So how do you build up the trust with your customers so that they feel investing in you and your products and services is a win-win?
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Sales Webinar | From Vendor to Trusted Advisor
- 1. EMEA Sales Growth Webinar From Vendor to Trusted Advisor Graham Dando – Senior Partner, The TAS Group
- 2. Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
- 3. © The TAS Group 2012
- 4. Why Trust Matters • First impressions are more important than ever • Extended access • You’ve got a footprint • Predictability and insight • It’s the difference © The TAS Group 2012
- 5. The Trust Equation Credibility + Reliability + Intimacy = Trustworthiness Self Orientation © The TAS Group 2012
- 6. Builders and Killers of Trust Builders Killers Credibility • Accuracy • Overstate your knowledge • Completeness • Exaggerate • Expression – eye contact, Energy Reliability • Connection between promise • Missed commitments or and action deadlines • Actions done the way the • Inconsistency in your dealings customer wants Intimacy • Courage andcandour • Artificiality • Make the first move • Independence • Emotional closeness • Not taking risks Self-Orientation • Listening vs. talking • In it only for the money • Focus centered on the • Win at all costs customer • Need to be right • In the here and now © The TAS Group 2012
- 7. Your Role in the Decision Process © The TAS Group 2012
- 8. Understand Your Customer © The TAS Group 2012
- 9. Why Trust Matters • Prepare…make an impact • Secure onward access by creating trust • Credible actions build credible legacy • Understanding your customer provides insight and clarity • It’s the difference between good and great © The TAS Group 2012
- 10. Sell Smarter. Manage Better. © The TAS Group 2012
- 11. Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
- 12. Next Events • Next global webinar: The Difference between being a Good and Great Sales Manager – Being a Sales Coach – 12th September http://www.thetasgroup.com/webinars.php • Next Dealmaker Mastery webinar: Selecting the Right Competitive Strategy 12th September http://www.thetasgroup.com/webinars.php • Dreamforce – San Francisco – 18-21 September http://www.thetasgroup.com/dreamforce/index.php • Cloudforce Essentials – Reading – 2 October http://www.thetasgroup.com/dreamforce/index.php © The TAS Group 2012
- 13. Questions ? © The TAS Group 2012
- 14. Free Resources • www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. • www.dealmakergenius.com Create a customized sales process. • www.dealmaker365.com Read our blog featuring insights on sales effectiveness. • @dealmaker365 @thetasgroup Follow us on Twitter. • www.thetasgroup.com Learn more on our website. © The TAS Group 2012
- 15. Where You Can Find Us www.thetasgroup.com • UK 01189 880149 • International +353 1 678 8900 • marketing@thetasgroup.com • gdando@thetasgroup.com • @thetasgroup • @scoopminor © The TAS Group 2012
Notas del editor
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- No longer have the luxury of several meetings to build a relationshipYou have to make an impact from the first minuteYou won’t get a recommendation or access unless your contact trusts you
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?
- The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc)so what is the difference ?