1. Becoming a TrustedAdvisor

2. Becoming a TrustedAdvisor Gastcollege Adviesvaardigheden Fontys Hogeschool voor Communicatie, Eindhoven Frank Reef 9 december 2010

3. TrustedAdvisors?

4. adviseur ≠ expert

5. Persoonlijkheid Wat weet je? Wie ben je? Deskundigheid

6. IQ+EQ+ SQ

7. TrustedAdvisor Valuable Resource Breadth of Business Issues Subject Matter Expert plus Affiliated Field Subject Matter orProcess Expert Depth of Personalrelationship De evolutie van een klantrelatie

8. Trust-Based Relationship-Based Breadth of Business Issues Needs-Based Service Offering-Based Depth of Personalrelationship Vier typen van adviesrelaties

9. Karakteristieken van adviesrelaties

10. Becoming a TrustedAdvisor 1. Giving AdviceEffectively 3. EarningTrust 2. Building Relationships

11. 1. Giving AdviceEffectively adviseur ≠ expert

12. Verplaats je in je klant 1. Giving AdviceEffectively Waarom vraagt iemand om advies? Wanneer vraagt iemand om advies?

13. Hulpmiddel: Socratische dialoog 1. Giving AdviceEffectively

14. 2. Building Relationships

16. Illustrate. Don’ttell.

17. Listen forwhat’s different.Notforwhat’sfamiliar

18. Be sureyouradvice is sought

19. Earn the right to speak

20. Keep asking

21. Saywhatyoumean

22. Whenyouneed help; askforit

23. Show an interest in the person

24. Usecompliments, notflattery

27. Emphatize - forreal

28. Notewhatyou’re feeling

29. Take a point of view, forgoodness’ sake!

30. Take a personal risk

31. Askgreatquestions

32. Giveawayideas

33. Return callsunbelievablyfast

36. Betrouwbaarheid

37. Intimiteit