Fontys   samenvatting gastcollege adviesvaardigheden - 09122010 frf
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Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf

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Fontys   samenvatting gastcollege adviesvaardigheden - 09122010 frf Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf Presentation Transcript

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

    expert
  • Persoonlijkheid
    Wat weet je?
    Wie ben je?
    Deskundigheid
  • IQ+EQ+
    SQ
  • 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
  • Trust-Based
    Relationship-Based
    Breadth of Business Issues
    Needs-Based
    Service Offering-Based
    Depth of Personalrelationship
    Vier typen van adviesrelaties
  • Karakteristieken van adviesrelaties
  • Becoming a TrustedAdvisor
    1. Giving AdviceEffectively
    3. EarningTrust
    2. Building Relationships
  • 1. Giving AdviceEffectively
    adviseur

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