Trusted Advisor course
for Sales Teams
Trust. Competence. Results
The Challenge
How do we grow from salesperson to Trusted Advisor?
Less than 5% of salespeople effortlessly achieve Trusted Advisor status, even though they actively practice consultative selling.
To overcome this threshold you need to find the answer to a few questions:
- How do we achieve performance in solution selling?
- Which is more important: relationship or competence?
- How to build and maintain relationships, how to develop partnerships based on trust?
- How do we maximize the value we offer to our clients using new findings in neuroscience?
Are you ready for change?
Training Summary
An integrated program to develop sales, interaction and trust-building skills for the transition from the role of consultant to that of “trusted advisor”.
Who should attend?
- Sales consultants with 3-5 years experience in consultative selling
- Sales managers, team leaders
What do participants get?
By the end of this course, you will:
- Understand how clients grant the Trusted Advisor status
- Gain a new perspective on how clients perceive value, using the business value model
- Use key tools to maximize customer-perceived value
- Discover the “secret” to convincing customers and be able to approach mindful selling
- Identify and practice a range of new behaviours that support maintaining and increasing customer trust in you
- Understand the behaviours that create, destroy and restore trust
- Discover a list of behaviours to avoid when dealing with customers
- Learn the role of ethical selling in building long-term relationships
Trainers
Adrian Badea
Senior Trainer, Consultant
Certified trainer with experience in sales, management and human resources. Adrian is constantly concerned with refining how to influence others through conscious communication.
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling and developing solutions for sales teams. Marian is the author of the value model and the Selling Preference Profile (SPP-1) tool.
Trusted Advisor course agenda
Consultant and Trusted Advisor
- Relationship-Competence Matrix, levels of collaboration
- Running the Selling Preference Profile (SPP-1) questionnaire
Value-centred selling
- Understanding customers’ preferred buying process – Time axis
- The value model in B2B/B2C selling
- Value generation using the complete product
- Qualitative evaluation of ROI (Return on Investment)
- Three characteristics of value-centred selling
Skills
- Developing functional relationships
- Addressing sales interactions in the specific TA
- Managing difficult conversations using quality responses
Making decisions
- Emotional vs. Rational, the role of the salesperson
- Neuroselling, influencing strategies
Trust
- Building, losing and rebuilding trust
- Trust formula, assessment of the trust coefficient
- Behaviors to maintain and increase trust
Value-centred selling, mindful selling, ethical selling
The Trusted Advisor status is achieved by those salespeople who can mindfully practice value-centred selling within an ethical framework of interaction. Trusted Advisors go beyond the stage of “Intuition and Imitation” by accessing a standard recipe, and can consciously address the client interaction, adapting their work according to the specific situation
Advantages for you
Key ingredients
Discover and understand the key ingredients that go into being a Trusted Advisor
Trust
Learn how to build, maintain and rebuild trust regardless of customer preferences
Behaviours
Understand the behaviours clients expect from a trusted advisor
Security
Understand the constraints and limitations within which you can manifest your own selling style to consciously generate value for each interaction scenario
Company benefits
By attending this course each employee gains a new approach to interacting with customers. When they achieve the Trusted Advisor status, sales representatives generate superior value for both their customers and their employers.
Increasing sales
Clients are more willing to collaborate on new initiatives with advisors they perceive as Trusted Advisors. They are also willing to take greater risks thanks to a relationship based on trust.
Superior motivation
Sales reps who have found their calling in this profession are now motivated to move on to the next level.
Improved relationships, loyalty
Just as employees leave their manager, oftentimes customers leave their sales representative as well. The ability to generate and maintain strong long-term relationships by salespeople leads to increased customer loyalty.
Trust
Employees can evaluate the trust rating they have achieved in customer relations and develop work strategies to increase it
Competitive advantage
When the solutions proposed by the competition seem identical to our solutions, the teams that benefit from proper training generate superior results
Registration
We offer price options for individual participation and for groups.
For groups of more than 10 participants variable discount is included for courses dedicated to your organization.
PrIce per participant
1-9 participants
For individual participation or groups of up to 9 participants
price per group
10-15 participants
Fixed price for groups of 10 to 15 participants
*All prices are VAT Exclusive
Customized training
Dedicated sessions
Dedicated sessions are available for a minimum of 8 participants.
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Is this option not quite what you’re seeking? Give us a sign and we’ll help with a personalised solution.
Registration – Trusted Advisor course
Are you wondering if it’s time to offer this training to your sales team, or do you have colleagues who are interested and would like to organize an online course for your company?
Send us an email at training@axioma-solutions.co.uk
Are you looking for something different?
If this isn’t exactly what you’re after, let us know, and we’ll develop a tailored solution for you. Access our contact information here.