Becoming a Trusted Sales Advisor Course

Sales professionals greatly value trust in a business relationship. In today‘s business world and economic climate, customers are constantly evaluating the level of trust.  The stronger the trust level, the deeper the business relationship is likely to become, and the more loyal the customer will be. The goal of this sales class is to help you achieve that powerful but rare pinnacle of absolute customer trust often referred to as the Trusted Sales Advisor.

The Trusted Sales Advisor workshop/course does not to try to provide experienced sales reps with new sales skills or uncover more selling best practices. This course is designed to help sales representatives leverage the selling skills and best practices they already know and use every day in order to drive their customer relationships to higher and even more profitable levels – ultimately, to the Trusted Sales Advisor level wherever possible.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice.

Objectives:

Participants in the Two-Day Becoming a Trusted Sales Advisor workshop will:

• Gain a deeper understanding of what it means to be a Trusted Sales Advisor and how that differs from approved vendors or preferred suppliers
• Learn how to assess current relationships and compare them to the Trusted Sales Advisor benchmarks
• Identify issues affecting their ability to grow their customer relationships to Trusted Sales Advisor status
• Create options and opportunities to advance customer relationships to deeper levels of trust
• Develop a more effective personal orientation in dealing with customers
• Increase their awareness of characteristics which lead to greater effectiveness in dealing with the customer, in order to build greater customer loyalty
• Learn a 6-stage process for providing customer advise as a Trusted Sales Advisor
• Learn how to manage customer conflict and difficult conversations in order to protect the relationship and continue to grow trust and credibility
• Develop a renewed, refocused understanding of best practices for interacting with customer organizations in ways that enhance trust and credibility
• Improve relationships through individual communication, persuasion and influencing skills
• Motivate customer contacts and build personal and corporate trust
• Understand and meet customers‘ business and personal needs