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

Agenda

1.

Program Overview

2.

Becoming A Trusted Advisor Program

3.

Sample Slides from Trusted Advisor Program

4.

Clients

5.

Client Testimonials

6.

David R Ednie

SalesChannel Europe ©2010 All rights reserved

2

Program Overview
Methodology:

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

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