EMEA Sales Growth WebinarFrom Vendor to Trusted AdvisorGraham Dando – Senior Partner, The TAS Group
Graham Dandogdando@thetasgroup.com    +44 7501 039543 www.thetasgroup.com                         © The TAS Group 2012
© The TAS Group 2012
Why Trust Matters• First impressions are more important than ever• Extended access• You’ve got a footprint• Predictability...
The Trust EquationCredibility + Reliability + Intimacy                                                = Trustworthiness   ...
Builders and Killers of Trust                   Builders                                 KillersCredibility        •   Acc...
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•...
Sell Smarter. Manage Better.                     © The TAS Group 2012
Thank You                 Graham Dando            gdando@thetasgroup.com                +44 7501 039543             www.th...
Next Events• Next global webinar: The Difference between being a Good and   Great Sales Manager – Being a Sales Coach – 12...
Questions ?              © The TAS Group 2012
Free Resources• www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare.• www.dealmakergeni...
Where You Can Find Us           www.thetasgroup.com           • UK 01189 880149           • International +353 1 678 8900 ...
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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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  • 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 ?
  • Sales Webinar | From Vendor to Trusted Advisor

    1. 1. EMEA Sales Growth WebinarFrom Vendor to Trusted AdvisorGraham Dando – Senior Partner, The TAS Group
    2. 2. Graham Dandogdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
    3. 3. © The TAS Group 2012
    4. 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. 5. The Trust EquationCredibility + Reliability + Intimacy = Trustworthiness Self Orientation © The TAS Group 2012
    6. 6. Builders and Killers of Trust Builders KillersCredibility • Accuracy • Overstate your knowledge • Completeness • Exaggerate • Expression – eye contact, EnergyReliability • Connection between promise • Missed commitments or and action deadlines • Actions done the way the • Inconsistency in your dealings customer wantsIntimacy • Courage andcandour • Artificiality • Make the first move • Independence • Emotional closeness • Not taking risksSelf-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. 7. Your Role in the Decision Process © The TAS Group 2012
    8. 8. Understand Your Customer © The TAS Group 2012
    9. 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. 10. Sell Smarter. Manage Better. © The TAS Group 2012
    11. 11. Thank You Graham Dando gdando@thetasgroup.com +44 7501 039543 www.thetasgroup.com © The TAS Group 2012
    12. 12. Next Events• Next global webinar: The Difference between being a Good and Great Sales Manager – Being a Sales Coach – 12th Septemberhttp://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 Septemberhttp://www.thetasgroup.com/dreamforce/index.php• Cloudforce Essentials – Reading – 2 Octoberhttp://www.thetasgroup.com/dreamforce/index.php © The TAS Group 2012
    13. 13. Questions ? © The TAS Group 2012
    14. 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. 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

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