Tbs launch webinar
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20-Oct-2014 -
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Education
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Transcript of 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
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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TRUST-BASED SELLING
› INTRODUCING
the app
introducing
Charles H. GreenAuthor
© 2012 Trusted Advisor Associates LLC. All rights reserved.© 2012 Trusted Advisor Associates LLC. All rights reserved.
© 2012 Trusted Advisor Associates LLC. All rights reserved.© 2012 Trusted Advisor Associates LLC. All rights reserved.
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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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
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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Challenges
STAGES ALONE POOR PREDICTORS
• Relationships happen 1:1• E.g.. - RFP requests
© Trusted Advisor Associates LLC, 2012 all rights reserved
“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.”
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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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
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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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
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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Benefits
HIDDEN BENEFIT• Learn and adopt trust principles and models
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
Trust-based Selling
For more information on the app visit 24/7:
http://salesforce.com/appexchange/tbsapp