Becoming A Trusted Advisor

Speaking to the EEMEA sales team at Orange Business Services Sales Kick-Off 2007 in Faro, Portugal. The key ideas presented in "How to Over-Achieve in 2007 by becoming a Trusted Advisor" were:

• The Sales Cycle vs the Buying Decision Process


• Stages of Sales Proficiency


• Building Trust


• Creating Credibility: Expected vs Exceptional Credibility


• Engaging Diagnostic Conversations


• Asking questions with impact


• Listening with your eyes


• Sight vs Insight. Sight = seeing with your eyes. Insight = seeing with your mind


• Communicating in Technocolour


• Using Emotion = Energy in Motion


• Creating a Culture of Excellence