No doubt that the financial crisis has spanked the image of banks and financial institutions in the eyes of the client. Not all institutions have practiced the force feed of complicated products on unsuspecting clients, but all institutions have undoubtedly suffered the consequences from the overall reputation of the financial world.
No matter what marketing efforts or executive initiatives are made, it will be difficult to change the client’s perspective.
So what now?
How your sales professionals can gain the confidence and skills to engage in higher-stakes dialogues to advance alignment and drive momentum?
This presentation will cover:
1. How to guide and assert thinking to clarify and strengthen the customer’s case for change
2. How to raise risk to preempt late-stage concerns and address stalls or delays
3. How to align stakeholders by understanding and resolving areas of internal misalignment
4. How to uptier to senior-level stakeholders
How your sales professionals can gain the confidence and skills to engage in higher-stakes dialogues to advance alignment and drive momentum?
This presentation will cover:
1. How to guide and assert thinking to clarify and strengthen the customer’s case for change
2. How to raise risk to preempt late-stage concerns and address stalls or delays
3. How to align stakeholders by understanding and resolving areas of internal misalignment
4. How to uptier to senior-level stakeholders
Judging creative idea guide, this material will help the marketer especially those who work on advertising or brand to be able to formulate rational and structured thinking of judging creative idea
IN THIS SUMMARY
For people who long to be independent in their work and to make the most of their time, independent consulting may be the ideal. An Insider’s Guide to Building a Successful Consulting Practice by Bruce L. Katcher and Adam Snyder provides information that new consultants need to build their business and existing consultants need to accelerate their business. To be a successful independent consultant, it is important to develop a niche, market diligently, provide value to clients, and network for additional business. Independent consulting is not for everyone; but for those who are so inclined, independent consulting can lead to greater satisfaction, greater income, and greater freedom of time.
http://www.bizsum.com/summaries/insiders-guide-building-successful-consulting-practice
What Every Executive Wants You to Know About Successfully Selling to the TopMcGraw-Hill Professional
It’s the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
We are a different kind of company. Based on the now infamous Netflix Culture Document, Grace has released a version with our vision. We hope this document will excite and challenge you.
Audience Targeting Techniques for B2B MarketersTodd Ebert
According to Google’s Changing Face of B2B Marketing, many B2B marketers operate under the myth that B2B marketing should only target the highest-level executives. In reality, the decision-making ecosystem has dramatically changed. 81% of non-C suite workers now have a say in purchase decisions.
“B2B marketers need to understand that it’s not just about targeting a specific buyer, online. The B2B decision making process is a journey that involves not just one audience, but many. Company influencers and end users actually weigh in on the purchase decision,” says Todd Ebert, MultiView’s Chief Marketing Officer.
This ebook shows B2B marketers how to navigate today’s changing world of digital marketing by understanding online audiences and applying a variety of audience targeting techniques.
Judging creative idea guide, this material will help the marketer especially those who work on advertising or brand to be able to formulate rational and structured thinking of judging creative idea
IN THIS SUMMARY
For people who long to be independent in their work and to make the most of their time, independent consulting may be the ideal. An Insider’s Guide to Building a Successful Consulting Practice by Bruce L. Katcher and Adam Snyder provides information that new consultants need to build their business and existing consultants need to accelerate their business. To be a successful independent consultant, it is important to develop a niche, market diligently, provide value to clients, and network for additional business. Independent consulting is not for everyone; but for those who are so inclined, independent consulting can lead to greater satisfaction, greater income, and greater freedom of time.
http://www.bizsum.com/summaries/insiders-guide-building-successful-consulting-practice
What Every Executive Wants You to Know About Successfully Selling to the TopMcGraw-Hill Professional
It’s the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
We are a different kind of company. Based on the now infamous Netflix Culture Document, Grace has released a version with our vision. We hope this document will excite and challenge you.
Audience Targeting Techniques for B2B MarketersTodd Ebert
According to Google’s Changing Face of B2B Marketing, many B2B marketers operate under the myth that B2B marketing should only target the highest-level executives. In reality, the decision-making ecosystem has dramatically changed. 81% of non-C suite workers now have a say in purchase decisions.
“B2B marketers need to understand that it’s not just about targeting a specific buyer, online. The B2B decision making process is a journey that involves not just one audience, but many. Company influencers and end users actually weigh in on the purchase decision,” says Todd Ebert, MultiView’s Chief Marketing Officer.
This ebook shows B2B marketers how to navigate today’s changing world of digital marketing by understanding online audiences and applying a variety of audience targeting techniques.
In today's competitive business landscape, simply providing a good product or service is not
enough. To truly stand out and thrive, businesses must invest in building strong relationships
with their clients. This involves going beyond transactional interactions and creating a
meaningful connection based on trust, reliability, and exceptional service.
2. Understanding the Importance of Building Strong Relationships with Clients
Before diving into the strategies for building strong client relationships, it is essential to
understand why this is so crucial. Strong relationships with clients bring numerous benefits,
including increased customer loyalty, repeat business, positive word-of-mouth referrals, and a
competitive edge. Clients who feel valued and connected to a business are more likely to
become advocates and long-term partners.
Commission crowd the top ten factors a self-employed sales agent considers wh...CommissionCrowd
We’ve spent a lot of time talking with professional freelance sales agents over the last few years. They’ve given us some really interesting insights into what they look for in an opportunity and we’d like to pass on all of this invaluable learning to you as a Company looking to recruit the best self-employed sales professionals.
Not all self-employed sales agents are created equal just like no two sales opportunities provide the same value and benefit. However, there are common factors that can help you present your opportunity and your company so you stand out in a way that matters, from your competition.
You’ll Learn
- The most important factors self-employed sales professionals consider when searching for a new opportunity
- Ideas and examples of how to incorporate each factor into your opportunity
Lifetime VIP Member Bonuses
In addition to the above insights you will also receive:
- A personal review of your opportunity including suggestions (if applicable) to ensure you’ve covered all the basis
- A copy of the presentation
Why are we holding this?
Agents tell us time and time again that they are looking to work with Companies who understand and respect the way they work. This series has been developed to give Companies a head start in their recruitment once the CommissionCrowd platform goes live.
How to define yourself to your target audience and not let the market to define you. High Net Worth clients want to hear that you understand their needs, goals and aspirations before they allow you over their walls.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
The purpose of this e-book is to highlight some of the major change themes we see and how winning organizations are adapting their approach with Richardson’s support.
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...Integrity Solutions
Practical strategies for financial services organizations to shift to a customer-focused mindset. Five critical dimensions of sales success that are often overlooked. Tips for escalating attitudes towards selling.
Relationship Selling Sales Guide for Manufacturing Firms.pdfSet2Close
The "Relationship Selling Sales Guide for Manufacturing Firms" is an indispensable eBook tailored for sales professionals in the manufacturing sector. This guide delves into the principles and practices of relationship selling, emphasizing the importance of building and maintaining strong, long-lasting customer relationships to drive sales success.
Key Features:
Understanding Relationship Selling: Gain insights into the core principles of relationship selling and why it's crucial for manufacturing firms.
Building Trust and Credibility: Learn strategies to establish trust and credibility with your clients, fostering loyalty and repeat business.
Effective Communication: Discover techniques for effective communication that resonate with your clients' needs and preferences.
Personalized Sales Approaches: Understand the value of personalized sales tactics that cater to the specific needs of each client.
Customer Retention Strategies: Explore methods to retain customers and reduce churn through exceptional service and continuous engagement.
Leveraging Technology: Learn how to use CRM tools and other technologies to enhance your relationship selling efforts.
Learn more: https://set2close.io
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Trip Allen\'s keynote for MIS (Marketing Institute of Singapore) July 2, 2010.
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1. The Trust Edge
for
High Net Worth/Private Wealth Relationship Managers
Skills and Behaviours for Success
An Egyii White Paper
By Trip Allen
2. One means to do this is through trust;
Challenges being trusted by developing
No doubt that the financial trustworthiness.
crisis has spanked the image
of banks and financial Trust is ever so important in business
institutions in the eyes of the commerce today and it is believed
client. Not all institutions have that trust-based business
practiced the force feed of relationships are the single best route
complicated products on to corporate and personal success.
unsuspecting clients, but all
institutions have undoubtedly Although the concept of trust is not
suffered the consequences innovative or new, the actual
from the overall reputation of application is new, as it is rarely
the financial world. recognised or taught (and being
trustworthy can be taught).
No matter what marketing
efforts or executive initiatives And of course trust ties into
are made, it will be difficult to relationships. Experienced bankers
change the client’s recognise that relationships are
perspective. important in private banking and
also recognise that trust is an integral
So what now? part of it.
A Solution Banking business leaders and
In today’s overly competitive marketers are talking a lot about it,
market, where products tend but action speaks louder than words.
to look the same and the
bankers and financial Trust-Based Selling for Private Wealth
institutions struggle with their Divisions
image , it is believed that the
key differentiator is your The only way to be trusted in
people. banking is to be worthy of trust—to
be trustworthy.
So now, it is ever so important
that your Relationship The core of trust-based selling is the
Managers be face to face belief that if you behave in a
with the clients, dispelling the trustworthy manner, your customers
rumours and differentiating will more than amply reward you. In
your wealth management practice, it means you must
organization from the continually measure decisions and
competition. actions first by what is good for the
client and, second, by what is good
for you. It means you must, for
example:
3. • Occasionally look past Principle 1: Client orientation for the
the transaction to the sake of the client, not the
relationship Relationship Manager.
• Be willing to work with
your customers as True client orientation means we
willingly as you would seek to address the client’s best
work with your co- interests, in the sales process as in all
workers else. If that means another bank is
• Behave transparently to best for the client for a particular
your clients with respect transaction or product, we say so,
to data, processes, even knowing that in the long run we get
internal performance credit from present and future clients
metrics and motivations for being client focused for the
client’s sake.
The benefits of being
trustworthy are enormous—but True client orientation also means
also paradoxical. They cannot listening, and listening reveals
be sought as ends in another paradox; the most powerful
themselves; they only come to way to sell depends on unlinking
us as side effects. listening from selling—and instead,
just listening.
If you are a trusted advisor to
your clients, you will be very Principle 2: A medium- to long-term
profitable. But if you set out to perspective. This means a focus on
be profitable through trust— the relationship, not the transaction.
trying to make trust a tactic or We should say, “The relationship is
a tool—it will fail. the client.”
Being trustworthy means being Acting with the medium- to long-
willing to put the client’s term perspective in mind also solves
interests ahead of our own. If the usual sellers’ concern about the
we’re only doing it to make a economics of trust: It means the
buck, then by definition we economics of a particular
become selfish and transaction should be discussed in
untrustworthy. Hence the terms of fairness in the long run,
paradox: You actually have to rather than in competitive terms. A
care. couple in a marriage quickly
compromises on who takes out the
Those who do behave in a rubbish, rather than belabour it to
trustworthy manner tend to get the best deal. There is much
apply four basic principles more at stake in a serious relationship
continuously throughout all than getting the best deal in each
their business development transaction.
efforts.
4. Focusing on relationships Principle 4: A willingness to be totally
fosters transactions, but transparent. Nothing destroys client
transactional focus alone—in trust faster than the Relationship
isolation from others—can Manager who appears to be
choke relationships. That withholding information or trying to
doesn’t mean we can’t focus control the client. When you don’t
on transactions-just that they know something, say so. When you
can’t be viewed in isolation haven’t got the perfect product, say
from the stream of so. Be willing to be open about your
transactions over time that pricing policies, product offerings,
define much of the expertise.
relationship-added value to
both the client and the bank. What you lose in control over
perceptions is more than
Principle 3: A habit of compensated for by the goodwill
collaboration. Relationship you get for being transparent.
Managers demonstrate
trustworthiness by constantly The Benefits of Utilising the Four Trust
involving the client-to-be. Principles
• Don’t speculate about A few benefits for Relationship
what clients are Managers are the ability to:
thinking—ask them. • Convert more prospects into
• View business clients and more current
development processes clients into long term clients
themselves as things • Utilise a client focus approach
that can be done that is truly client focused to
collaboratively, rather bring results
than as a competitive • Create a greater sense of
exercise in putting the ease and comfort in client
best face for-ward. interactions
• Value meetings over • Gain a deeper understanding
phone calls and phone of the client’s personal and
calls over letters and business objectives to steer
emails. away from product pushing
• Practice putting all • Elevate Relationship Managers
issues on the table for from a “relationship based
joint discussion, rather relationship” to the highest
than negotiating on level relationship attainable,
them from competitive the trusted advisor relationship.
positions.
Following the four trust principles
may appear be a bit “risky,” but
they are often innate behaviours for
5. the Relationship Managers. Centring on the theme of trust in
Some may be consciously business relationships, Trusted Advisor
following some or all and Associates works with complex
some may not. If they are not, organizations to improve trust in
the principles are easy to sales, internal trust between
grasp and comprehend. If organizations, and trusted advisor
they are, then the principles relationships with external clients and
are a great refresher and customers.
means if reinforcement. Either
way they are powerful skills in Email:
the Relationship Manager’s stuff@egyii.com
relationship skills toolkit.
For more information:
About Egyii
Egyii is a Singapore based www.egyii.com
learning and development www.trustedadvisor.com
consultancy that helps your
For updates:
business achieve better results
by strengthening your www.twitter.com/egyii
www.egyii.com/blog
people’s relationship skills.
It’s time for a change.
Egyii specializes in:
• Building and fostering
*some materials are taken directly from
client relationships
and based on content from Trusted
• Enhancing the customer Advisors Associates and Charles H.
experience Green.
• Building and rebuilding
trust
• Maximising sales
performance and skills
Egyii is the authorised partner
for Trusted Advisor Associates
in Singapore and Asia.
About Trusted Advisor
Associates
Trusted Advisor Associates is a
US based company led by
Charles H. Green the author of
Trust-based Selling and co-
author of The Trusted Advisor.