Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf

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Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf

  1. 1. Becoming a TrustedAdvisor<br />
  2. 2. Becoming a TrustedAdvisor<br />Gastcollege Adviesvaardigheden<br />Fontys Hogeschool voor Communicatie, Eindhoven<br />Frank Reef<br />9 december 2010<br />
  3. 3. TrustedAdvisors?<br />
  4. 4. adviseur<br />≠<br />expert<br />
  5. 5. Persoonlijkheid<br />Wat weet je?<br />Wie ben je?<br />Deskundigheid<br />
  6. 6. IQ+EQ+<br />SQ<br />
  7. 7. TrustedAdvisor<br />Valuable Resource<br />Breadth of Business Issues<br />Subject Matter Expert plus Affiliated Field<br />Subject Matter orProcess Expert<br />Depth of Personalrelationship<br />De evolutie van een klantrelatie<br />
  8. 8. Trust-Based<br />Relationship-Based<br />Breadth of Business Issues<br />Needs-Based<br />Service Offering-Based<br />Depth of Personalrelationship<br />Vier typen van adviesrelaties<br />
  9. 9. Karakteristieken van adviesrelaties<br />
  10. 10. Becoming a TrustedAdvisor<br />1. Giving AdviceEffectively<br />3. EarningTrust<br />2. Building Relationships<br />
  11. 11. 1. Giving AdviceEffectively<br />adviseur<br />≠<br />expert<br />
  12. 12. Verplaats je in je klant<br />1. Giving AdviceEffectively<br />Waarom vraagt iemand om advies?<br />Wanneer vraagt iemand om advies?<br />
  13. 13. Hulpmiddel: Socratische dialoog<br />1. Giving AdviceEffectively<br />
  14. 14. 2. Building Relationships<br />
  15. 15. Building Relationships: Rules of Romance<br />2. Building Relationships<br /><ul><li>Go first
  16. 16. Illustrate. Don’ttell.
  17. 17. Listen forwhat’s different.Notforwhat’sfamiliar
  18. 18. Be sureyouradvice is sought
  19. 19. Earn the right to speak
  20. 20. Keep asking
  21. 21. Saywhatyoumean
  22. 22. Whenyouneed help; askforit
  23. 23. Show an interest in the person
  24. 24. Usecompliments, notflattery
  25. 25. Show appreciation</li></li></ul><li>Op zoek naar een advocaat<br />3. EarningTrust<br />
  26. 26. The Quick-Impact List to Gain Trust<br />3. EarningTrust<br /><ul><li>Listen to everything
  27. 27. Emphatize - forreal
  28. 28. Notewhatyou’re feeling
  29. 29. Take a point of view, forgoodness’ sake!
  30. 30. Take a personal risk
  31. 31. Askgreatquestions
  32. 32. Giveawayideas
  33. 33. Return callsunbelievablyfast
  34. 34. Relax yourmind</li></li></ul><li>Meer weten? Managementboek.nl<br />
  35. 35. Nog één lijstje om het af te leren …<br />In je volgende adviesgesprek let je op de volgende vier zaken:<br /><ul><li>Geloofwaardigheid
  36. 36. Betrouwbaarheid
  37. 37. Intimiteit
  38. 38. Niet gefocust op jezelf</li></li></ul><li>frankreef@bransoncompany.nl<br />Dankjewel!<br />

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