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Building Trust as a Strategy
Author: Keith Dugdale, Related Vision
Presentation Handout | May 15, 2011
Trust is better built as a deliberate strategy than an optimistic outcome of other activity. This session will look at how you can intentionally build trust with all types of customers in one conversation with behaviors that underpin the strategy. Learn how to: * Measure the extent to which a customer trusts you * Uncover customer value drivers quickly * Open conversations to encourage your customers to talk to you because they want to, not because they have to * Uncover real needs in minutes and prove you want to help the customers rather than sell them something
Available to SAMA members only
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SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
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