The 6 dimensions of a trusted advisor (and how to demonstrate them)
Business relationships are just about doing the work you’ve been asked to do and having a beer with the client right? Wrong.
There are 6 dimensions of a business relationship and for the account manager to been seen as a trusted advisor they need to understand all 6 of them – and what they need to improve.
The 6 dimensions are:
1) Integrity. The prospect perceives you to be reliable, dependable and trustworthy.
2) Competency. The prospect believes that you and your product/service can deliver. Your company is perceived to have the tools, processes and people in place to make good on promises.
3) Recognition. The prospect feels that you treat them as an individual instead of a number.
4) Proactivity. The prospect believes you are actively looking out for their best interest and that they aren’t going to encounter any unexpected surprises with your product/service.
5) Savvy. The prospect feels that you understand the issues they care about.
6) Chemistry. The prospect enjoys working with you and thinks your communication “clicks.”
Tom Cates the founder of Hillster Consulting’s strategic Partner, The Brookeside Group and the inventor of SalesEquity.com™ outlines in his blog what this means to you.