Becoming a Trusted Advisor Program Jan2010 Essay

1832 Words Feb 16th, 2016 8 Pages
Becoming a Trusted Advisor
Program Proposal
Prepared for

by David R. Ednie
SalesChannel Europe
SalesChannel Europe ©2010 All rights reserved



Program Overview


Becoming A Trusted Advisor Program


Sample Slides from Trusted Advisor Program




Client Testimonials


David R Ednie

SalesChannel Europe ©2010 All rights reserved


Program Overview

Preparation: Hold 1:1 meetings with 3-4 sales and sales support personnel to audit current sales capabilities, skills and possible skills gaps

Program: Build program content and delivery around key selling skills and address any identified skills gaps
Program Overview:
Review basic sales skills
…show more content…
Buying Process

10.30-11.00 Coffee

12.30-14.00 Lunch
14.00-15.30 Questioning and Listening Skills

Open -> Closed questioning in practice
Listening: the key to building trust and commitment
Group exercises

15.30-16.00 Coffee
16.00-17.45 Negotiating to Win

Review: Negotiation Strategy and Tactics
Handling objections
Group exercises

17.45-18.00 Review of Day 1

9.05-12.30 Investigative Selling

Diagnostic Questioning. The key to success in selling
Using questioning skills to uncover PAIN and GAIN

10.30-11.00 Coffee

Building credibility and Trust
Building long term Relationship
Evolution to becoming a Trusted Advisor

Review of Day 1 & Participant’s learning points
Day 2 Program Overview & Day 2 Objectives

Using Diagnostic Questioning & the PAIN Chain in practice. Group exercises

12.30-14.00 Lunch
14.00-15.30 Prospecting your existing clients

The secret power of Networking
Networking within existing Accounts
Navigating around Gate Keepers in the Organization

15.30-15.45 Coffee
14.00-15.30 Building your Account Strategy

Business Drivers - > Business Issues -> Indicators
Decision Marking process: The Cast of Characters
Over coming the price objection by expanding the pie

16.45-17.00 Program Review & Close

Recap, Review & key learning points

17.00 Close
SalesChannel Europe ©2010 All rights reserved

Related Documents