trust based selling and business development m i s july 29th 2010

© Trusted Advisor Associates LLC, 2010 all rights reservedThe Trust Edge: Trust-based™ Selling and

Business Development

The Four Levels of Client Relationships: Where Do You Stand?

Breadth of Business Issues

Relationship Based

Trust Based

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3

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© Trusted Advisor Associates LLC, 2010 all rights reserved

© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.

2MIS

Breadth of Business Issues

Depth of Personal Relationships

Service Offering Based

Needs Based

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2

Buyers Today

Buyers are wiser:• More technically and product astute



3MIS

• Most buyers recognise the motives of sellers

SF BD

How Buyers Buy

They buy in a two-step process:1. Screening (rational and linear)



4MIS

2. Selection (non-rational and personal)

What Do Buyers Really Want?

Four concerns/motivators:1. The product and its characteristics/features2. A solution to the problem



5MIS

2. A solution to the problem3. A good business partner4. Someone they can trust

How?

What is Trust?

Trust is a relationship between one who trusts, and one who is trusted.



6MIS

Trustworthiness.

The Trust EquationONE MODEL TO BUILD TRUSTED RELATIONSHIPS

C + R + IS

C + R + IS

T trustworthinessT T ==



7MIS

SST trustworthinessC credibilityR reliabilityI intimacyS self-orientation

T T ==

Results of a Trusted Relationship?

• You ease the pains • You become more confident and comfortable• You differentiate yourself



8MIS

• You differentiate yourself• Less competitive bids• More referrals• More business• Etc. …

For More Stuff….

egyii.com and egyii.com/blog (for presentation)

For white papers on Trust: The Core Concepts andCan Trust be Taught? email me, please.



9MIS

Contact: [email protected]

Fan page (blogs, sales tips, etc.): http://www.facebook.com/egyii

"Great selling, above all, is about service to others: it requires great relationships." Charles H. Green, Trusted Advisor Associates.

trust based selling and business development m i s july 29th 2010

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