Trust Based Selling and Business Development M I S July 29th 2010

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    Trust Based Selling and Business Development M I S July 29th 2010 - Presentation Transcript

    1. The Trust Edge: Trust-based™ Selling and © Trusted Advisor Associates LLC, 2010 all rights reserved Business Development
    2. The Four Levels of Client Relationships: Where Do You Stand? 4 Trust Based Breadth of Business Issues 3 Relationship Based 2 Needs Based 1 Service Offering Based Depth of Personal Relationships © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 2 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    3. Buyers Today Buyers are wiser: • More technically and product astute • Most buyers recognise the motives of sellers SF BD © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 3 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    4. How Buyers Buy They buy in a two-step process: 1. Screening (rational and linear) 2. Selection (non-rational and personal) © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 4 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    5. What Do Buyers Really Want? Four concerns/motivators: 1. The product and its characteristics/features 2. A solution to the problem 3. A good business partner 4. Someone they can trust How? © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 5 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    6. What is Trust? Trust is a relationship between one who trusts, and one who is trusted. Trustworthiness. © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 6 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    7. The Trust Equation ONE MODEL TO BUILD TRUSTED RELATIONSHIPS C+R+I T = T trustworthiness S C R I credibility reliability intimacy S self-orientation © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 7 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    8. Results of a Trusted Relationship? • You ease the pains • You become more confident and comfortable • You differentiate yourself • Less competitive bids • More referrals • More business • Etc. … © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 8 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
    9. For More Stuff…. egyii.com and egyii.com/blog (for presentation) For white papers on Trust: The Core Concepts and Can Trust be Taught? email me, please. Contact: trip.allen@egyii.com Fan page (blogs, sales tips, etc.): http://www.facebook.com/egyii "Great selling, above all, is about service to others: it requires great relationships." Charles H. Green, Trusted Advisor Associates. © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 9 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.

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