tbs launch webinar

© Trusted Advisor Associates LLC, 2012 all rights reserved

© 2012 Trusted Advisor Associates LLC. All rights reserved.

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› INTRODUCINGthe app

TRUST-BASED SELLING

introducing



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TRUST-BASED SELLING

› INTRODUCING

the app

introducing

Charles H. GreenAuthor



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Challenges

› 1.

STAGE PROGRESS ACTUAL PROGRESS• Arbitrary• Vary widely• Doesn’t measure trust level• Don’t speak to quality of progress

Pre-Qualify Qualify Discovery Proposal Close Negotiatio

n



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Challenges

STAGES ALONE POOR PREDICTORS

• Relationships happen 1:1• E.g.. - RFP requests


“TRUST is the only true competitive advantage. Without it, all we’re left to compete on is features and price; features and price along with everyone else.”



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Purpose of TBS

TBS MEASURES TRUST • Measures trust, not only stages• Based on TA and TBS principles and models• Identifies gaps • Deepen relationships, and, in turn…• Grow profitably Trust

Contact

Account

Opportunity



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Benefits

KEY BENEFITS• ALL SFDC benefits plus…• No training or programming• Process Neutral• Easy to use• Measures trust levels at account, contact, and opportunity• More accurate measure of progress



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Benefits

HIDDEN BENEFIT• Learn and adopt trust principles and models



Trust-based Selling

For more information on the app visit 24/7:

http://salesforce.com/appexchange/tbsapp

tbs launch webinar

Education

trusted advisor

rights reserved

tbs app

based selling

measuring

app

principles

tbs