sales webinar | from vendor to trusted advisor
TRANSCRIPT
EMEA Sales Growth Webinar
From Vendor to Trusted Advisor
Graham Dando – Senior Partner, The TAS Group
© The TAS Group 2012
© The TAS Group 2012
• First impressions are more important than ever
• Extended access
• You’ve got a footprint
• Predictability and insight
• It’s the difference
Why Trust Matters
© The TAS Group 2012
The Trust Equation
Credibility
Self Orientation= Trustworthiness
+ Reliability + Intimacy
© The TAS Group 2012
Builders and Killers of Trust
Builders Killers
Credibility • Accuracy• Completeness• Expression – eye contact,
Energy
• Overstate your knowledge• Exaggerate
Reliability • Connection between promise and action
• Actions done the way the customer wants
• Missed commitments or deadlines
• Inconsistency in your dealings
Intimacy • Courage and candour• Make the first move• Emotional closeness
• Artificiality• Independence• Not taking risks
Self-Orientation • Listening vs. talking• Focus centered on the
customer• In the here and now
• In it only for the money• Win at all costs• Need to be right
© The TAS Group 2012
Your Role in the Decision Process
© The TAS Group 2012
Understand Your Customer
© The TAS Group 2012
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
Sell Smarter. Manage Better.
© The TAS Group 2012
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
Questions ?
!
© The TAS Group 2012
• www.dealmakerindex.comScore your sales effectiveness. Get advice. See how you compare.
• www.dealmakergenius.comCreate a customized sales process.
• www.dealmaker365.comRead our blog featuring insights on sales effectiveness.
• @dealmaker365
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© The TAS Group 2012
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