Trusted Advisor

Earning the trust of today’s clients has become even harder for sales professionals to achieve.  Clients need trusted advisors — someone to turn to at critical points in the business cycle for perspective and guidance.  Being a trusted advisor begins with integrity but also requires skill and strategy, which can be learned and practiced so you can become one of only 10% of sales professionals who have achieved a trusted advisor status with their clients

Richardson’s Trusted Advisor Program teaches a five-part Framework and skills to develop a trusted, preferred provider position with your key accounts. The Program helps participants to think in depth about the behaviors of a trusted advisor, self-assess where they are currently in the Client Relationship Pyramid, and analyze best practices of top-performing advisors.  Participants learn to have higher level dialogues with clients about their current and long-term objectives, challenges, strategies, and opportunities, and then strategically build recommendations and position value while demonstrating insight and technical substance.  Participants practice these strategies in highly customized scenarios and develop a tailored action plan for a priority relationship.

Business Benefits

	Bolster client loyalty and retention
	Shorten sales cycles and competitive threats
	Decrease fee pressure and increasemargins and profitability
	Gain higher, wider access to more effectively cross-sell and expand relationships

Objectives

	Use a common language, Framework, and process for building trusted relationships, ensuring you are “invited to the table” as a valued sounding board
	Build skills at having deeper, more strategic client dialogues to uncover needs
	More persuasively and proactively position yourself and your team as a continuous source of ideas
	Use a Relationship Planning tool and methodology for proactive, daily action planning that more effectively leverages time and team resources

Audience: Program content is highly customized to more experienced salespeople, their managers, and senior executives

Delivery Options: Available through 1 day classroom delivery (Richardson-led or train-the-trainer), online eLearning, one-on-one coaching, or webinar; wide variety of relevant books and support materials to embed and sustain learning are also available

Next Steps: