Germany
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Solution

Become a trusted advisor

Build trusting customer relationships
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About this training?

Do you want to be successful in sales, but at the same time be perceived by your customers as a long-term partner who is seriously interested in the customer’s success?

 

Then this training is right for you: We teach participants how to build authentic and trusting relationships with their customers. The focus here is, among other things, on the dimensions of credibility, reliability and intimacy.

 

The goal is to improve participants’ ability to respond to customers’ needs and thereby make them successful.

Course Content

Basics of trusting customer relationships

  • The role of customer relationships in the sales cycle
  • Self-perception and external perception as a trusted advisor

Preparing and conducting the conversation

  • Focus from meeting preparation on decisions that the customer wants to make after a meeting
  • Introduction to coaching techniques

Role play with professional actors

  • Re-enactment of typical customer conversations
  • For each participant, individual focus on strengths and weaknesses in relation to the Trusted Advisor dimensions
  • Feedback from trainer and group

Format & Participants

  • 1 day (can also be divided into 2 half days)
  • Virtual or in-person
  • Maximum of 6 participants
  • For employees with 4+ years of professional experience
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Get Beneath the Surface of the Problem with Us

At TPC Leadership, we’ve spent over 20 years unraveling why leaders, teams and executives act and think the way they do, as well as co-designing systems that redefine what’s normal for us and our organizations.
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Research & Insights

Our articles draw on a wealth of frontline experience with corporates, startups, medium-sized companies, non-profits, and public sector organizations across the globe.

TPCL Blog post Andrea Cosmin

Exploring Vertical Development: Origins and Applications in Personal Growth

TPC Global Blog posts v2

“Othering” and the impact on teams and organizations

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Listening to the quietest voice in the room. A conversation with Rob Shaw, Leading in Operations Programme Manager at BP. EP #10

Stories of Impact

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