sales webinar | from vendor to trusted advisor

EMEA Sales Growth Webinar

From Vendor to Trusted Advisor

Graham Dando – Senior Partner, The TAS Group

© The TAS Group 2012

Graham Dandogdando@thetasgroup.com

+44 7501 039543www.thetasgroup.com

© The TAS Group 2012

© The TAS Group 2012

• First impressions are more important than ever

• Extended access

• You’ve got a footprint

• Predictability and insight

• It’s the difference

Why Trust Matters

© The TAS Group 2012

The Trust Equation

Credibility

Self Orientation= Trustworthiness

+ Reliability + Intimacy

© The TAS Group 2012

Builders and Killers of Trust

Builders Killers

Credibility • Accuracy• Completeness• Expression – eye contact,

Energy

• Overstate your knowledge• Exaggerate

Reliability • Connection between promise and action

• Actions done the way the customer wants

• Missed commitments or deadlines

• Inconsistency in your dealings

Intimacy • Courage and candour• Make the first move• Emotional closeness

• Artificiality• Independence• Not taking risks

Self-Orientation • Listening vs. talking• Focus centered on the

customer• In the here and now

• In it only for the money• Win at all costs• Need to be right

© The TAS Group 2012

Your Role in the Decision Process

© The TAS Group 2012

Understand Your Customer

© The TAS Group 2012

Why Trust Matters

• Prepare…make an impact

• Secure onward access by creating trust

• Credible actions build credible legacy

• Understanding your customer provides insight and clarity

• It’s the difference between good and great

© The TAS Group 2012

Sell Smarter. Manage Better.

© The TAS Group 2012

Thank You

Graham Dandogdando@thetasgroup.com

+44 7501 039543www.thetasgroup.com

© The TAS Group 2012

Next Events• Next global webinar: The Difference between being a Good and

Great Sales Manager – Being a Sales Coach – 12th September

http://www.thetasgroup.com/webinars.php

• Next Dealmaker Mastery webinar: Selecting the Right Competitive

Strategy 12th September http://www.thetasgroup.com/webinars.php

• Dreamforce – San Francisco – 18-21 September

http://www.thetasgroup.com/dreamforce/index.php

• Cloudforce Essentials – Reading – 2 October

http://www.thetasgroup.com/dreamforce/index.php

© The TAS Group 2012

Questions ?

!

© The TAS Group 2012

• www.dealmakerindex.comScore your sales effectiveness. Get advice. See how you compare.

• www.dealmakergenius.comCreate a customized sales process.

• www.dealmaker365.comRead our blog featuring insights on sales effectiveness.

• @dealmaker365

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Free Resources

© The TAS Group 2012

www.thetasgroup.com• UK 01189 880149

• International +353 1 678 8900

• marketing@thetasgroup.com

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• @thetasgroup

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