Trusted Advisor Consultative selling
This training is for experts and salespeople who want to build a position of trust with their clients, both in person and online. We show you how a client relationship can grow into a long-term partnership built on creating value together.
What is the program about?
One- or two-day group training, in person or online; also available with Thod learning support.
In uncertain times, clients find it harder to make decisions and are harder to influence. The winner is not the one with the better arguments but the one the client trusts: the advisor they turn to before making a decision. This position can be built deliberately, both in person and online.
What you take away: the ability to influence client relationships deliberately and to build a trusted advisory position; a deeper understanding of your clients' personal and business needs; practice on real client situations, in small groups.
Who is the program for?
For experts and salespeople who want to build a position of trust with their clients, both in person and online. It is especially timely when market uncertainty or change makes clients' decisions harder, or when many of your salespeople stay in touch with clients through online or virtual channels and want to strengthen their position of trust there too.
When is it worth starting?
- your team would like to learn challenger- and coaching-based tools for consultative selling
- objection handling is a frequent challenge, and questioning and listening techniques need developing.
How we work
We learn the challenger and the coaching mindsets as two tools of trusted advising, with a special focus on practicing online and virtual relationship building. Objection handling, questioning and listening techniques, proposing solutions: all practiced on real client situations, in small groups.
The program starts from the observation that in times of change, uncertainty and risk it becomes harder to influence clients and win their commitment to purchasing decisions. The training shows how to build a reliable advisory position at such times and how to influence clients so that the expected results are achieved as well.
The work begins with understanding clients' basic psychological needs; we then work through building a trusted advisory position, with a special focus on online and virtual tools.
Program topics
- the psychological foundations of client communication
- influencing the client's attitude and mood
- how trust building and trusted advising work
- the challenger and the coaching mindsets as tools of trusted advising
- building relationships in the online world
- handling objections
- questioning and listening techniques
- offering a proposed solution.
Delivery
We adjust the weighting of the topics to the client organization's situation. On request, we support the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
