We are familiar with the term 'trusted advisor' so what do I mean when I use the expression 'high trust' advisor?
There has been a big shift in the market over recent months and things that in the past may have been acceptable - certain 'axioms' of business - are no longer true. The fact that trust has disappeared is obvious and the only way that it will be re-built is on a person-to-person level. It also means that we have to re-define our roles as sales people.
The professional sales person has to become not just an information provider - speaking the language of their business - but a 'non-equity partner' in the customer's business - acting as an interpreter and architect of knowledge about how their company service or product information becomes a solution to the client's real concerns.
In addition they need to become part of the 'experience' around the product or service that they are selling - and become a facilitator of a collaborative and co-creative approach with the customer or client in the definition and solution of their unique needs.
Before we get there we need to create an even higher degree of trust with people than ever before. A client might listen to me and my information if he trusts me - but she will only share her deepest concerns and needs when I have built a deeper relationship, showed the value of the knowledge that I bring and presented a solution - what I term the 3 P's - People Product and Positioning.
It's about People first - if I can develop my skills to a level where I can consciously and effectively develop high trust relationships with my prospects and clients' that is when the fortunes and potential that still exists out there can be unlocked and allowed flow. Put simply 'trust' is not enough - 'high trust' and the perception that it creates in the minds of our prospects and customers - is the key to success.
Showing posts with label trust. Show all posts
Showing posts with label trust. Show all posts
Wednesday, 18 November 2009
Thursday, 29 October 2009
Sales Uniqueness
What makes us truly unique in selling? I have dedicated my professional life to identifying what are the things that make the top sales professionals the best in their field and then to help others to role model those traits.
In 25 years of selling/account management/sales leadership the key thing that stands out above everything else is the ability of the sales person/account manager to create powerful rapport and trust within the relationship and then to use that to create the environment where a client will freely and happily share their challenges, wants and needs with the professional with a view to a satisfactory resolution of their problem.
Its said that there are only 4 ways to make a sale: 1. solve a problem 2. save time 3. save money 4. make the client 'feel good' (the EQ or emotional quotient of the sale).
I was therefore gratified yesterday after sitting down with a new partner company Deep Insight who can actually measure the quality of the sales relationship - the level of trust - that exists between you and your clients, partners or indeed staff. It did my old engineering self good to realise that there is now an effective tool for quantifying 'trust' for 'what gets measured gets done'.
Their model for sales uniqueness was similar to my own
Uniqueness = Problem Solving + Relationship
in which they measure problem solving and relationship as unique factors, even if I probably would put the relationship part first - for no one will share a problem unless they have a good relationship with you first.
Sales people, account managers, trusted advisors - whatever the term that we use - have a changed role in today's world. Where before it was just bringing the message to the market, now it's about interpreting and tailoring that information so that it becomes a solution to the unique problems that our individual clients face.
Between Deep Insight's ability to measure and my ability to educate professionals in becoming 'trusted advisors' through our new SellingEQ telecoaching and sales leaders programme, I think that we now have a winning (and measurable) formula for all our clients.
In 25 years of selling/account management/sales leadership the key thing that stands out above everything else is the ability of the sales person/account manager to create powerful rapport and trust within the relationship and then to use that to create the environment where a client will freely and happily share their challenges, wants and needs with the professional with a view to a satisfactory resolution of their problem.
Its said that there are only 4 ways to make a sale: 1. solve a problem 2. save time 3. save money 4. make the client 'feel good' (the EQ or emotional quotient of the sale).
I was therefore gratified yesterday after sitting down with a new partner company Deep Insight who can actually measure the quality of the sales relationship - the level of trust - that exists between you and your clients, partners or indeed staff. It did my old engineering self good to realise that there is now an effective tool for quantifying 'trust' for 'what gets measured gets done'.
Their model for sales uniqueness was similar to my own
Uniqueness = Problem Solving + Relationship
in which they measure problem solving and relationship as unique factors, even if I probably would put the relationship part first - for no one will share a problem unless they have a good relationship with you first.
Sales people, account managers, trusted advisors - whatever the term that we use - have a changed role in today's world. Where before it was just bringing the message to the market, now it's about interpreting and tailoring that information so that it becomes a solution to the unique problems that our individual clients face.
Between Deep Insight's ability to measure and my ability to educate professionals in becoming 'trusted advisors' through our new SellingEQ telecoaching and sales leaders programme, I think that we now have a winning (and measurable) formula for all our clients.
Monday, 14 September 2009
Trust Yourself
Being a bit esoterically inclined I tend to be a bit 'woo woo' from time to time so I'm quite comfortable when people start saying things like 'trust the Universe' and 'the Universe is abundant'.
Actually it's not. The 'Universe' is a capricious and self-serving entity and while it might be abundant - it is abundant in it's own good time and seldom in time to meet the needs you might have at a given moment. Yep, maybe this does have something to do with the fact that energy moves slower on this level of existence but I like to feel that if I can think fast why can't things change just as fast?
Trust yourself and never mind the bloody Universe.
In this time of change and challenge I'm reminded of an excellent piece of advice 'luck is when preparation meets opportunity'. Lucky people tend to be the ones that have prepared or continue to prepare for when circumstances (or the Universe) catches up with what they have readied themselves for.
Such people do not 'buy into' the myth of the herd. As the philosopher Goethe says - they 'first act and Providence moves to aid you'. They are not waiting to predict the future - they act to create it.
They trust themselves and act on what they believe to be true - and THEN the Universe moves to provide it's bounty. But it won't do it if you are sitting on your backside waiting for a handout. The Universe just doesn't work that way.
Like the Law of Reciprocity in selling - you got to do something first before it returns it ten fold - we got to act first not fear first to make a change. Trust yourself.
Actually it's not. The 'Universe' is a capricious and self-serving entity and while it might be abundant - it is abundant in it's own good time and seldom in time to meet the needs you might have at a given moment. Yep, maybe this does have something to do with the fact that energy moves slower on this level of existence but I like to feel that if I can think fast why can't things change just as fast?
Trust yourself and never mind the bloody Universe.
In this time of change and challenge I'm reminded of an excellent piece of advice 'luck is when preparation meets opportunity'. Lucky people tend to be the ones that have prepared or continue to prepare for when circumstances (or the Universe) catches up with what they have readied themselves for.
Such people do not 'buy into' the myth of the herd. As the philosopher Goethe says - they 'first act and Providence moves to aid you'. They are not waiting to predict the future - they act to create it.
They trust themselves and act on what they believe to be true - and THEN the Universe moves to provide it's bounty. But it won't do it if you are sitting on your backside waiting for a handout. The Universe just doesn't work that way.
Like the Law of Reciprocity in selling - you got to do something first before it returns it ten fold - we got to act first not fear first to make a change. Trust yourself.
Monday, 9 February 2009
Trust
I hear the media talk about the lack of trust being the cause of the global economic downturn.
I've no doubt that this is true. In any relationship trust is the defining factor that opens up communication, connection and co-operation and if the world needs anything now it is co-operation. Only by working together can we get ourselves out of the mess that has been caused by the self-interest of the few.
However trust is not something that comes easily. For someone to trust another there must first be acceptance. Acceptance is determined by the level of similarity that we can see in the other person and the degree of openess that the other person shows to us.
The challenge of business and government in restoring trust to the world is not one of just numbers and financial figures. It is one of an emotional dynamic - a matter of EQ - it is one of proof of integrity. When consumer and the markets see that honesty and transparency has returned to the market place then and only then can we re-build the trust that is the corner stone of global economic and market success.
I've no doubt that this is true. In any relationship trust is the defining factor that opens up communication, connection and co-operation and if the world needs anything now it is co-operation. Only by working together can we get ourselves out of the mess that has been caused by the self-interest of the few.
However trust is not something that comes easily. For someone to trust another there must first be acceptance. Acceptance is determined by the level of similarity that we can see in the other person and the degree of openess that the other person shows to us.
The challenge of business and government in restoring trust to the world is not one of just numbers and financial figures. It is one of an emotional dynamic - a matter of EQ - it is one of proof of integrity. When consumer and the markets see that honesty and transparency has returned to the market place then and only then can we re-build the trust that is the corner stone of global economic and market success.
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