SlideShare a Scribd company logo
1 of 9
Download to read offline
The Trust Edge: Trust-based™ Selling and
         © Trusted Advisor Associates LLC, 2010 all rights reserved

         Business Development
The Four Levels of Client Relationships:
  Where Do You Stand?
                                                                                                   4
                                                                                                        Trust Based
  Breadth of Business Issues




                                                                           3
                                                                               Relationship
                                                                                      Based

                                                      2
                                                          Needs Based

                               1    Service
                                   Offering
                                     Based


                                                  Depth of Personal Relationships

                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                                      MIS   2
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
Buyers Today



Buyers are wiser:
• More technically and product astute
• Most buyers recognise the motives of sellers



                                                                                                               SF BD




                                            © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                         MIS   3
 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
How Buyers Buy



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




                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                        MIS   4
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
What Do Buyers Really Want?



Four concerns/motivators:
1.    The product and its characteristics/features
2.    A solution to the problem
3.    A good business partner
4.    Someone they can trust
                                                                                            How?




                                            © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                         MIS   5
 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
What is Trust?



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


      Trustworthiness.




                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                        MIS   6
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
The Trust Equation
  ONE MODEL TO BUILD TRUSTED RELATIONSHIPS




                               C+R+I
T              =                                                                                 T      trustworthiness

                                 S                                                               C
                                                                                                 R
                                                                                                 I
                                                                                                        credibility
                                                                                                        reliability
                                                                                                        intimacy
                                                                                                 S      self-orientation



                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                                   MIS   7
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
Results of a Trusted Relationship?


• You ease the pains
• You become more confident and comfortable
• You differentiate yourself
• Less competitive bids
• More referrals
• More business
• Etc. …




                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                        MIS   8
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
For More Stuff….

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

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

              Contact: trip.allen@egyii.com

              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.


                                           © Trusted Advisor Associates LLC, 2010 all rights reserved
                                                                                                                          MIS   9
© 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.

More Related Content

Similar to Trust Based Selling and Business Development M I S July 29th 2010

Loyalty through partnership info new ls pptx
Loyalty through partnership info new ls pptxLoyalty through partnership info new ls pptx
Loyalty through partnership info new ls pptxldowell
 
Deep capital november 2017
Deep capital november 2017Deep capital november 2017
Deep capital november 2017Nilesh Shah
 
Trust and Influence What Every Successful PM Needs to Know - April 2011
Trust and Influence   What Every Successful PM Needs to Know - April 2011Trust and Influence   What Every Successful PM Needs to Know - April 2011
Trust and Influence What Every Successful PM Needs to Know - April 2011Andrea Lee
 
Growing through acquisition_Eighty20_Advisors
Growing through acquisition_Eighty20_AdvisorsGrowing through acquisition_Eighty20_Advisors
Growing through acquisition_Eighty20_AdvisorsEighty20 Advisors, LLC.
 
Social media & customer service cutting through the hype
Social media & customer service cutting through the hypeSocial media & customer service cutting through the hype
Social media & customer service cutting through the hypeMartin Hill-Wilson
 
Trust and Influence: What Every Successful PM Needs to Know - August 2011
Trust and Influence: What Every Successful PM Needs to Know - August 2011Trust and Influence: What Every Successful PM Needs to Know - August 2011
Trust and Influence: What Every Successful PM Needs to Know - August 2011Andrea Lee
 
Sb&Fg Overview
Sb&Fg OverviewSb&Fg Overview
Sb&Fg Overviewjoshmeltzer
 
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...Wendy Soucie
 
Egyii Launches Trusted Advisor Programme
Egyii Launches Trusted Advisor ProgrammeEgyii Launches Trusted Advisor Programme
Egyii Launches Trusted Advisor ProgrammeTrip Allen
 
ibis- Investment opportunity
ibis- Investment opportunityibis- Investment opportunity
ibis- Investment opportunityprabha_baid
 
How advertisers reconnect with consumers @ Famous BBQ event 2011
How advertisers reconnect with consumers @ Famous BBQ event 2011How advertisers reconnect with consumers @ Famous BBQ event 2011
How advertisers reconnect with consumers @ Famous BBQ event 2011Joeri Van den Bergh
 
Trovus Slides Emap Construction Conference Feb10
Trovus Slides Emap Construction Conference Feb10Trovus Slides Emap Construction Conference Feb10
Trovus Slides Emap Construction Conference Feb10guest7addfc4
 

Similar to Trust Based Selling and Business Development M I S July 29th 2010 (20)

Loyalty through partnership info new ls pptx
Loyalty through partnership info new ls pptxLoyalty through partnership info new ls pptx
Loyalty through partnership info new ls pptx
 
Deep capital november 2017
Deep capital november 2017Deep capital november 2017
Deep capital november 2017
 
Trust and Influence What Every Successful PM Needs to Know - April 2011
Trust and Influence   What Every Successful PM Needs to Know - April 2011Trust and Influence   What Every Successful PM Needs to Know - April 2011
Trust and Influence What Every Successful PM Needs to Know - April 2011
 
Growing through acquisition_Eighty20_Advisors
Growing through acquisition_Eighty20_AdvisorsGrowing through acquisition_Eighty20_Advisors
Growing through acquisition_Eighty20_Advisors
 
Social media & customer service cutting through the hype
Social media & customer service cutting through the hypeSocial media & customer service cutting through the hype
Social media & customer service cutting through the hype
 
Trust and Influence: What Every Successful PM Needs to Know - August 2011
Trust and Influence: What Every Successful PM Needs to Know - August 2011Trust and Influence: What Every Successful PM Needs to Know - August 2011
Trust and Influence: What Every Successful PM Needs to Know - August 2011
 
Ravi cv work_ex_10 yrs
Ravi cv work_ex_10 yrsRavi cv work_ex_10 yrs
Ravi cv work_ex_10 yrs
 
Sb&Fg Overview
Sb&Fg OverviewSb&Fg Overview
Sb&Fg Overview
 
Vencap profile
Vencap profileVencap profile
Vencap profile
 
Doctors
DoctorsDoctors
Doctors
 
Cashing In On Lead Conversion
Cashing In On Lead ConversionCashing In On Lead Conversion
Cashing In On Lead Conversion
 
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...
Lead Generation: Buildling Connection Worthy LinkedIn Profiles | Central Wisc...
 
Private schools
Private schoolsPrivate schools
Private schools
 
Vets
VetsVets
Vets
 
Ankita_AgarwalCV
Ankita_AgarwalCVAnkita_AgarwalCV
Ankita_AgarwalCV
 
Egyii Launches Trusted Advisor Programme
Egyii Launches Trusted Advisor ProgrammeEgyii Launches Trusted Advisor Programme
Egyii Launches Trusted Advisor Programme
 
ibis- Investment opportunity
ibis- Investment opportunityibis- Investment opportunity
ibis- Investment opportunity
 
ibis-
ibis-ibis-
ibis-
 
How advertisers reconnect with consumers @ Famous BBQ event 2011
How advertisers reconnect with consumers @ Famous BBQ event 2011How advertisers reconnect with consumers @ Famous BBQ event 2011
How advertisers reconnect with consumers @ Famous BBQ event 2011
 
Trovus Slides Emap Construction Conference Feb10
Trovus Slides Emap Construction Conference Feb10Trovus Slides Emap Construction Conference Feb10
Trovus Slides Emap Construction Conference Feb10
 

More from Trip Allen

Keynote: The Unparalleled Power of Trust
Keynote: The Unparalleled Power of TrustKeynote: The Unparalleled Power of Trust
Keynote: The Unparalleled Power of TrustTrip Allen
 
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010The Trust Edge Trust Based Selling and Business Development M I S July 29 2010
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010Trip Allen
 
Trust Based Selling M I S July 2010
Trust Based  Selling  M I S  July 2010Trust Based  Selling  M I S  July 2010
Trust Based Selling M I S July 2010Trip Allen
 
A Question of Trust HR Magazine Trip Allen Mar 2010
A Question of Trust HR Magazine Trip Allen Mar 2010A Question of Trust HR Magazine Trip Allen Mar 2010
A Question of Trust HR Magazine Trip Allen Mar 2010Trip Allen
 
75 Ways To Build Your Trustworthiness with Clients
75  Ways To  Build Your Trustworthiness with Clients75  Ways To  Build Your Trustworthiness with Clients
75 Ways To Build Your Trustworthiness with ClientsTrip Allen
 
Egyii The Trust Edge For Private Banking
Egyii The Trust Edge For Private BankingEgyii The Trust Edge For Private Banking
Egyii The Trust Edge For Private BankingTrip Allen
 
Being Trusted Advisors Programme Egyii
Being  Trusted  Advisors  Programme  EgyiiBeing  Trusted  Advisors  Programme  Egyii
Being Trusted Advisors Programme EgyiiTrip Allen
 
Maximizing Sales Performance: Andrew Sidwell Team Egyii
Maximizing Sales Performance: Andrew Sidwell Team EgyiiMaximizing Sales Performance: Andrew Sidwell Team Egyii
Maximizing Sales Performance: Andrew Sidwell Team EgyiiTrip Allen
 

More from Trip Allen (8)

Keynote: The Unparalleled Power of Trust
Keynote: The Unparalleled Power of TrustKeynote: The Unparalleled Power of Trust
Keynote: The Unparalleled Power of Trust
 
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010The Trust Edge Trust Based Selling and Business Development M I S July 29 2010
The Trust Edge Trust Based Selling and Business Development M I S July 29 2010
 
Trust Based Selling M I S July 2010
Trust Based  Selling  M I S  July 2010Trust Based  Selling  M I S  July 2010
Trust Based Selling M I S July 2010
 
A Question of Trust HR Magazine Trip Allen Mar 2010
A Question of Trust HR Magazine Trip Allen Mar 2010A Question of Trust HR Magazine Trip Allen Mar 2010
A Question of Trust HR Magazine Trip Allen Mar 2010
 
75 Ways To Build Your Trustworthiness with Clients
75  Ways To  Build Your Trustworthiness with Clients75  Ways To  Build Your Trustworthiness with Clients
75 Ways To Build Your Trustworthiness with Clients
 
Egyii The Trust Edge For Private Banking
Egyii The Trust Edge For Private BankingEgyii The Trust Edge For Private Banking
Egyii The Trust Edge For Private Banking
 
Being Trusted Advisors Programme Egyii
Being  Trusted  Advisors  Programme  EgyiiBeing  Trusted  Advisors  Programme  Egyii
Being Trusted Advisors Programme Egyii
 
Maximizing Sales Performance: Andrew Sidwell Team Egyii
Maximizing Sales Performance: Andrew Sidwell Team EgyiiMaximizing Sales Performance: Andrew Sidwell Team Egyii
Maximizing Sales Performance: Andrew Sidwell Team Egyii
 

Trust Based Selling and Business Development M I S July 29th 2010

  • 1. The Trust Edge: Trust-based™ Selling and © Trusted Advisor Associates LLC, 2010 all rights reserved Business Development
  • 2. The Four Levels of Client Relationships: Where Do You Stand? 4 Trust Based Breadth of Business Issues 3 Relationship Based 2 Needs Based 1 Service Offering Based Depth of Personal Relationships © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 2 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 3. Buyers Today Buyers are wiser: • More technically and product astute • Most buyers recognise the motives of sellers SF BD © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 3 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 4. How Buyers Buy They buy in a two-step process: 1. Screening (rational and linear) 2. Selection (non-rational and personal) © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 4 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 5. What Do Buyers Really Want? Four concerns/motivators: 1. The product and its characteristics/features 2. A solution to the problem 3. A good business partner 4. Someone they can trust How? © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 5 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 6. What is Trust? Trust is a relationship between one who trusts, and one who is trusted. Trustworthiness. © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 6 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 7. The Trust Equation ONE MODEL TO BUILD TRUSTED RELATIONSHIPS C+R+I T = T trustworthiness S C R I credibility reliability intimacy S self-orientation © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 7 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 8. Results of a Trusted Relationship? • You ease the pains • You become more confident and comfortable • You differentiate yourself • Less competitive bids • More referrals • More business • Etc. … © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 8 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.
  • 9. For More Stuff…. egyii.com and egyii.com/blog (for presentation) For white papers on Trust: The Core Concepts and Can Trust be Taught? email me, please. Contact: trip.allen@egyii.com 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. © Trusted Advisor Associates LLC, 2010 all rights reserved MIS 9 © 2010 Egyii Pte. Ltd. and Trusted Advisor Associates LLC.