Ask anybody what part of business they most dislike and they will almost universally answer with two words: business development (in other words prospecting and networking). No matter the overall business experience or training or overall capabilities, business development is viewed as a necessary evil and typically disliked. Not only is it difficult, but many of the processes or actions used can actually be detrimental to the business....So, many banking and insurance salespeople with big numbers to hit are uncomfortable and are therefore searching for a comfortable way to help forge quicker relationships, to increase business.

1. The Trust Edge
Business Development Programme for
Banking and Insurance Salesp
Salespeople
The art and science of business development; from the initial contact to meet
and greet.
Ask anybody what part of business they most dislike and they will almost
universally answer with two words: business development (in other words
prospecting and networking
networking).
No matter the overall business experience or training or overall capabilities,
business development is viewed as a necessary evil and typically disliked Not
s disliked.
only is it difficult, but many of the processes or actions used can actually be
detrimental to the business.
This dislike for developing business reflects (or perhaps causes) one of the
most troubling and intractable problems in business: despite spending time,
effort and money encouraging, supporting and demanding that salespeople
maintain a decent pipeline, these efforts can produce low returns and poor
morale.
So, many banking and insurance salespeople with big numbers to hit are
uncomfortable and are therefore searching for a comfortable way to help
forge quicker relationships to increase business.
relationships…
The Trust Edge: Business Development Programme
:
Business development from a trust perspective
perspective.
Target Audience
Banking and insurance salespeople or teams:
• With little to medium experience in sales (.5 years)
(.5-5
• Who feel uncomfortable with business development
• Who need to build their business by acquiring new clients
• With goals of a long term, ongoing personal relationships for business
success
Programme Objectives
At the end of this program, the participants will be able to:
• Walk away feeling confident and comfortable in the art and science
of business development with simple tools and concepts that can be
applied immediately
• Forge quicker relationships (and therefore and business) with prospects
by differentiating through the Trust Engagement Model and real client
focus

2. • Increase their overall business through new skill sets and perspectives in
overall
the initial contact to meet and greet phase by leveraging off
medium/long term relationship building techniques
• Get “unstuck” on at least one difficult prospect issue using the tools
learned
Ongoing Themes
• You can be more confident and comfortable and therefore get better
results
• Engaging and Listening (as part of the Trust Engagement Model) are
crucial and can make or break your efforts
• Business development is personal, risky and potentially fearful
ess
• What are your differentiators? How is this programme different?
Overall Programme Goal
The programme, customised for relevancy, will allow participants to learn
,
new trust-based skills and techniques to become more confident,
based
comfortable and aligned with prospects in order to forge quicker
relationships and increase overall business.
It will complement your current sales methodology with a trust based
attitude/intention/approach to working with prospects.
The programme is based on The Trusted Advisor and Trust-based Selling™
based
programmes by Trusted Advisor Associates
Associates.
What is Trust-based Selling?
based
• It is not a sales process
o Process-neutral
neutral
o Compatible with most sales models, processes
• It is relationship-driven
driven
o Based on commerce, not competition
o Inherently medium to long long-term focused
o Links seller and buyer client focus
buyer-
o Brings high impact results based on low impact techniques
• It is an economic model based on collaboration, psychology
o Buying, and therefore selling, is personal
o The dynamics of reciprocity govern commercial success
How Will it Be Done
The programme will be executed by utilising the three Trusted Advisor
Associates Trust Models as the base tools combined with the specific
tools,
challenges/needs of your team and aligned with your messaging to develop
messaging,
and deliver an interactive, rea programme that focuses on mindset as well
real mindsets
as skill sets.

3. Outline
The 1 day programme (prese
(presented here in a 1 X 8 hour session) can also be
)
broken into 2 sections of 4 hours over a week’s period of time or longer
longer.
(outline is subject to change)
change):
TIME/ CONTENT (Subject Matter Title and Notes)
ONTENT OUTCOMES/SUM
DURATION MARY
Pre-work
25 mins
• Trust quiz measuring trustworthiness
quiz- Participants obtain
• One difficult prospect issue to resolve initial knowledge
Pre-work during or after programme on trust. The trust
• Write ““ELevator” pitch application
• Trust Core Concepts article- read process begins.
10 min Business Development Overview
• Instructor led story “first prospecting call”
story- Instructor led
9:00-9:15
and the power of fear personal story-
• Business development is personal, risky and makes it real.
fearful
fearful (it doesn’t need to be this way!) yet
Overview of
rewarding business
• The importance of the engagement (Trust development in
Engagement Model) general, touching
• Being confident and comfortable on key themes of
• Be yourself you are the differentiator
yourself- programme.
20 Participant Intros (with a Twist)
• Participants reveal data and one Interesting facts
9:15-9:35
interesting fact/story and stories are
• Stories/factoids make it personal, are a more important
differentiator and are risky than data in
• How to use stories to calm the atmosphere building
and engage your prospect relationships and
• Ask participants for “One big thing” (what are more
is your goal/takeaway for programme?) memorable.
• “Buddy up” with your neighbor Establish workable
takeaway.
20 Welcome/Objectives

4. • Course objectives Small group
9:30-9:50
• Reinforcement overview exercise gets them
• Why is business development is perceived thinking/going.
as being difficult(triad group exercise)
• House rules
20 One Difficult P
Prospect- Top Challenges From pre-work.
Discussion piece.
• Share with buddy and group write up on
group- Interactive.
9:50-10:20
board
60 A Primer on Trust
• Primer Trust and Sales
Sales-“Sales has a bad Trust overview and
10:20-11:20
reputation” and “Why trust is rare?” how it applies to
• Trust Equation trust model=measure of business
trustworthiness development and
• ngage
Engage Listen Frame Envision Commit participant’s “one
ELFEC Trust Model (with emphasis on E and difficult prospect”
L) A simple yet powerful way to engage
) scenario.
comfortably with your client. Overview of 2 of
• Meet-Your first meeting with a prospect-
Meet the Trust Models.
overview. Making the most impact and
continuing on the path to success
• Exercise on how trust relates participant’s
“one difficult prospect” (Buddy exercise)
10 min Break
11:20-11:30
5 min Energizer
11:30-11:35 TBD or “Name everything white…”
50 min Trust Based Selling
• How buyers buy aligning the buyer and
buy- How trust links to
11:35-12:25
the seller buying with real
• Paediatrician story examples. If you
• A medium to long term perspective why it
perspective- focus on short term
works only, may kill all
• Relax-
Relax you may actually not get the sale. If opportunities.
so what are the ramifications?
60 min Lunch
12:30-1:30

5. 75 min Trust Foundations Influence
Foundations-
• Robert Cialdini principles of influencing
Cialdini- Trust and
1:30-2:45
• John Gottman
Gottman-the principles of long term influence.
partnerships (empathy)
Long term
• Three levels of listening
partnerships and
• Three level listening role
role-play
empathy.
How to listen?
With practice.
60 min Contact and meet ELFEC
meet-
• The initial impression is the most important. How to engage
2:45-3:45
How to capitalize using the Trust Equation and differentiate.
• Contact-Email and cold call techniques
Contact First impressions.
that will catch their attention.
Preparation- the
• Meet Elevator pitch examples, throw away
Meet-Elevator
importance of it
the standard pitch. Use a story or pinpoint and anticipating
a need with a question. Make it easy and client problems,
say it with confidence. opportunities and
• Exercise-Practice introductions and
Exercise solutions.
“elevator pitches” no product pitch
pitches”- What to say?
approach (in buddy groups x2).
How to listen, to
influence.
Leaving that final
impression. Very
hands on.
45 min Travel Agent Exercise (in groups of 3)
• Highlight the importance of contact to Role play to bring
3:45-4:30
meet and greet reality. Emphasise
• Realise the importance of being personal themes and
and intimate (part of Trust Equation), and learnings so far.
listening
• How would this be different on a phone vs.
face to face?
15 min Re-thinking challenges
thinking
4:30-4:45 • Summary of the list of tools for a future Integrate &
difficult prospect summarize
• Continuous accountability learning.
Transfer learning to
“real world.”

6. 40 min Key Takeaways from Programme and Closing
• Summary: Recipe for increasing trust The
trust- Summarising.
4:45-5:25
Trust Equation Reviewing
• Summary: Recipe for engage to commit commit- objectives and
ELFEC Engage and Listen
FEC- outcomes of
• Journaling and challenge: How did you programme. Lots
achieve your “one big thing?” of individual and
• Your next actions: Minimum of 3 (one group discussions.
client, one colleague, one continuous Final tid bits as
accountability) takeaways.
• Buddy accountability for actions written
actions-
and agreed to
• Top takeaways: 1. Always add value to the
equation 2. Keep it personal 3. The rewards
are bigger than the risks 4. Engage and
listen 5. Trust is a differentiator. 6.Relax and
be yourself 7) Know your client
client-before,
during, after.
• All of this will allow you to feel more
confident and comforcomfortable in order to
forge quicker relationships and increase
their overall business
Reinforcement
Prior to the programme, a one hour session overview will be held with
e
management for management “buy in” so that they become responsible
stakeholders. This would also include any management input on personal
and company messaging, to make it a “top down” approach
approach.
During the programme, simple yet effective methodologies will be used to
amme,
initiate and encourage the use of the tools and learning as it applies to the
programme objectives and real situations that the participants are facing.
This is then extended through the “buddy” prog
hrough programme establish
established during the
programme.
Following the programme, there will be a 30 minute coaching session with
he
each of the participants as follow up after each session.
Facilitator and Developer: Trip Allen
Trip Allen is founder and director at Egyii and has over 25 years of successful
business development, sales and senior sales management experience in
Fortune 500 technology companies (Anixter and Gartner) and in the sales
learning & development field (ASK Learning and Huthwaite SPIN)SPIN).

7. He has worked with hundreds of salespeople and thousands of clients in Asia
and North America and has a keen awareness of what makes salespeople
and clients tick.
At a young age, Trip overcame many of his fears through extreme sports:
skateboarding, climbing and later mountain biking and adventure racing. He
is currently training for the upcoming Crossfit Games.
Early in his business career (similar to his sports efforts), he overcame the fear
of business development by developing proven methodologies and has
proven
since polished his skills and techniques using the models from The Trusted
Advisor and Trust-based Selling ™.
based
Company Information
Egyii is a Singapore based learning and development consultancy
that helps your business achieve better results by strengthening your people’s
relationship skills.
Egyii is licensed to develop and facilitate for Trusted Advisor Associates
programmes in Singapore and Asia.
www.egyii.com
Trusted Advisor Associates is a US based
company led by Charles H. Green the author of Trust-based Selling and co-
based
author of The Trusted Advisor
Advisor.
Centring on the theme of trust in business relationships, Trusted Advisor
Associates works with complex organizations to improve trust in sales, internal
trust between organizations, and trusted advisor relationships with external
clients and customers.
http://trustedadvisor.com
For articles on trust
Egyii Blog- http://www.egyii.com/blog/category/trust/
Trusted Advisor Associates http://trustedadvisor.com/trustmatters
Associates-
Contact Information
Egyii Pte Ltd, Singapore
Trip Allen: Mobile +65 91891967
trip.allen@egyii.com