Trusted Advisor training
Consultants, technicians, and specialists
Confidence. Competence. Results
Challenge
How do we grow from technical consultant to ‘Trusted Advisor’?
This is probably your situation too. There are many areas of activity where making the sale requires the active participation of specialists, experts, technicians, and consultants. The sales colleague is actively supported by a consultant, and in the interaction with the client, their attention shift from the sales side to the concrete part of the solution. Technically, we can’t talk about sales until the customer understands how the solution actually helps them. Without realizing it, consultants become “sellers”, and the client expects them to be prepared to play this role well.
Are you ready?
Training Summary
A program dedicated to technical consultants for developing networking and influence skills, in the transition from the role of a specialist to that of “Trusted Advisor”
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Logistics Trusted Advisor
- Period: TBD | Duration: 2 days
- Language: English
- Delivery method: in-class or LIVE Virtual
- Format: Open sessions, In-house
Audience
- Consultants, technicians, and specialists who actively contribute to the sales process
- Managers of consultancy, technical and support teams
- Members of the project teams
Objectives
At the end of this course, you will:
- Be aware of the “unseen” contribution you make in generating sales opportunities
- Understand the role of the consultant in interacting with the customer and collaborating with sales colleagues
- Understand how clients grant Trusted Advisor status
- Gain new perspective on how customers perceive value, using the “business value model”
- Discover the “secret” which will enable you to convince customers and to approach the conscious sale
- Identify and practice a series of new behaviors that will support the maintenance and increase of the trust that your clients repose in you.
- Understand the behaviors that create, destroy, and restore confidence
- Discover the new responsibilities to assume in the role of consultant for a closer relationship with clients
Trainer
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling, team development, project management, and agile. Marian is the author of the value model and the Consulting Preference Profile tool (CPP-1)
Agenda Trusted Advisor
Consultant and Trusted Advisor
- Relationship-Competence Matrix, collaboration levels
- Running the questionnaire to assess the behavioral preferences of technical consultants, in interaction with the client – Consulting Preference Profile (CPP-1)
Customers buy value
- Understanding customers’ preferred buying process- Time axis
- Using the value model in justifying the project
- Categories of needs, risks, problems, and opportunities
- Arguing the perceived value
- Qualitative evaluation of ROI (Return on Investment)
- Decision-makers in separating solutions
Abilities
- Positioning
- Conscious approach to interactions
Decision-making
- Emotional Vs. Rational, the role of the consultant
- Neuroselling, influencing strategies
- Identifying emotions
Trust
- Creating, losing, and restoring confidence
- Confidence’s formula, evaluation of the confidence coefficient
- Behaviors for maintaining and increasing confidence
4 experiential activities
Stakeholder Engagement, Trusted Advisor
Trusted Advisor status is obtained by those consultants who manage to assume and practice a new role, in line with the expectations and openness of clients. This course (TA2) is part of the Trusted Advisor series and is a logical continuation of the Stakeholders @ Work course (TA1)
Benefits
Key ingredients
Discover and become aware of the key ingredients in the role of Trusted Advisor
Trust
Learn how to build, maintain and restore trust regardless of customer preferences
Behaviors
Be aware of the behaviors that customers expect from you
Mastery
Understand the constraints and limitations in which you can manifest your own style of belief by consciously generating value for each interaction scenario.
Trusted Advisor training
Benefits for companies
By participating in this course, each employee gains a new approach to interacting with customers. When they gain the status of Trusted Advisor, the consultants consciously generate sales opportunities and contribute to maintaining valuable relationships with clients.
Increasing sales
Clients are more willing to collaborate on new initiatives with consultants they perceive as Trusted Advisors. They are also willing to take higher risks due to a relationship of trust
Superior motivation
Consultants who discover the active role they can play in sales are now motivated to move to the next level.
Improved relationships, loyalty
Just as employees leave the manager, as often the clients leave the consultants. The ability to generate and maintain strong long-term relationships by consultants leads to increased customer loyalty
Trust
Employees can evaluate the trust coefficient they have gained in customer relations and can develop working strategies to increase it.
Competitive advantage
When the solutions proposed by the competition seem identical to our solutions, the teams that benefit from adequate training generate superior results.
Price
£345 (400 Euro) VAT exclusive / participant
Are you looking for a better price? Contact an Axioma training consultant for details.
In-house sessions
Do you have a group of at least 8 colleagues interested in this topic and would you like to organize a dedicated session for your company?
Let’s get in touch!
Are you looking for something different?
Is it similar to what you’re looking for, but do you want something else? Let us know and we will help you with a customized solution. Access the contact information here