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Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf

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  • 1. Becoming a TrustedAdvisor
  • 2. Becoming a TrustedAdvisor
    Gastcollege Adviesvaardigheden
    Fontys Hogeschool voor Communicatie, Eindhoven
    Frank Reef
    9 december 2010
  • 3. TrustedAdvisors?
  • 4. adviseur

    expert
  • 5. Persoonlijkheid
    Wat weet je?
    Wie ben je?
    Deskundigheid
  • 6. IQ+EQ+
    SQ
  • 7. TrustedAdvisor
    Valuable Resource
    Breadth of Business Issues
    Subject Matter Expert plus Affiliated Field
    Subject Matter orProcess Expert
    Depth of Personalrelationship
    De evolutie van een klantrelatie
  • 8. Trust-Based
    Relationship-Based
    Breadth of Business Issues
    Needs-Based
    Service Offering-Based
    Depth of Personalrelationship
    Vier typen van adviesrelaties
  • 9. Karakteristieken van adviesrelaties
  • 10. Becoming a TrustedAdvisor
    1. Giving AdviceEffectively
    3. EarningTrust
    2. Building Relationships
  • 11. 1. Giving AdviceEffectively
    adviseur

    expert
  • 12. Verplaats je in je klant
    1. Giving AdviceEffectively
    Waarom vraagt iemand om advies?
    Wanneer vraagt iemand om advies?
  • 13. Hulpmiddel: Socratische dialoog
    1. Giving AdviceEffectively
  • 14. 2. Building Relationships
  • 15. Building Relationships: Rules of Romance
    2. Building Relationships
    • Go first
    • 16. Illustrate. Don’ttell.
    • 17. Listen forwhat’s different.Notforwhat’sfamiliar
    • 18. Be sureyouradvice is sought
    • 19. Earn the right to speak
    • 20. Keep asking
    • 21. Saywhatyoumean
    • 22. Whenyouneed help; askforit
    • 23. Show an interest in the person
    • 24. Usecompliments, notflattery
    • 25. Show appreciation
  • Op zoek naar een advocaat
    3. EarningTrust
  • 26. The Quick-Impact List to Gain Trust
    3. EarningTrust
    • Listen to everything
    • 27. Emphatize - forreal
    • 28. Notewhatyou’re feeling
    • 29. Take a point of view, forgoodness’ sake!
    • 30. Take a personal risk
    • 31. Askgreatquestions
    • 32. Giveawayideas
    • 33. Return callsunbelievablyfast
    • 34. Relax yourmind
  • Meer weten? Managementboek.nl
  • 35. Nog één lijstje om het af te leren …
    In je volgende adviesgesprek let je op de volgende vier zaken:
    • Geloofwaardigheid
    • 36. Betrouwbaarheid
    • 37. Intimiteit
    • 38. Niet gefocust op jezelf
  • frankreef@bransoncompany.nl
    Dankjewel!