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The Trust Edge: Trust-based™ Selling and
         © Trusted Advisor Associates LLC, 2010 all rights reserved

         Bus...
The Four Levels of Client Relationships:
  Where Do You Stand?
                                                           ...
Buyers Today



Buyers are wiser:
• More technically and product astute
• Most buyers recognise the motives of sellers



...
How Buyers Buy



                                                             They buy in a two-step process:
           ...
What Do Buyers Really Want?



Four concerns/motivators:
1.    The product and its characteristics/features
2.    A soluti...
What is Trust?



      Trust is a relationship between one
      who trusts, and one who is trusted.


      Trustworthin...
The Trust Equation
  ONE MODEL TO BUILD TRUSTED RELATIONSHIPS




                               C+R+I
T              =   ...
Results of a Trusted Relationship?


• You ease the pains
• You become more confident and comfortable
• You differentiate ...
For More Stuff….

              egyii.com and egyii.com/blog (for presentation)

              For white papers on Trust: ...
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Trust Based Selling and Business Development M I S July 29th 2010

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Presentation summary of speech given at MIS Marketing Institute of Singapore July 29, 2010. Struggle with business development and sales? Are you always confident and comfortable with the client? Very few are. See how the "magic pill" can help!

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

  1. 1. The Trust Edge: Trust-based™ Selling and © Trusted Advisor Associates LLC, 2010 all rights reserved Business Development
  2. 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. 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. 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. 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. 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. 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. 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. 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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