Trusted Selling
Starts with your value proposition. And why you believe you can improve the lives of your clients. In 10 steps we enable you to turn this into real relationships with recurring revenue. Experienced or rising star, solo or a team, each step will be tailored to fit your needs. From 1on1 coaching to workshops to a complete Trusted Advisor track.
Your Trusted Selling steps
Your value proposition
We challenge you to formulate your clients' questions, specify the benefits you bring and how they measurably impact your clients' business. Your deliverable? Your value-on-a-page to use as you engage, meet with and convert prospects into clients.
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The 10 Truths of Trust
For you to live by as Trusted Advisor. A comprehensive overview of checkpoints to get you inspired, gain insight where you stand and what to develop in your own journey towards Trusted Advisorship.
Your deliverable? Clarity what you do well already! And where to grow.
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Measurable Action
You wish to invest your scarce time in engaging and converting prospects.
We show you how to "plan on a page" and measure your sales action as you go. Your deliverables? An actionable plan, easy-to-manage growth funnel and no time lost in sales admin.
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Leads from your
network
Cold calling? No need! We show you how to segment and activate your network smartly. What (not) to do to generate leads consistently and how to maintain and grow your network as-you-go. Your deliverables? Sales qualified leads and your network activated and responsive.
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Engage leads effectively
How to write an inspiring mail? Engage on LinkedIn? Or follow up your event? Or the right mix of calling and apping? We help you get appointments yourself. Without callcenter cheap tricks. Your deliverables? Appointments and engagement activity that fit you, your services and clients.
Inspire with your questions
You want your (online) client meeting to be an inspiring experience. Discovering mutual value and jointly deciding needs and next steps . We help you ask the right questions. Your deliverables? Qualified opportunities, inspired clients, buying intent and unforced next steps.​
From dialogue to deals
Dialogue is great until it becomes free consulting. So how to turn dialogue into deals? We help you trigger buying signals, present your solution and handle objections without giving discount. Your deliverables? Client buying signals and deals without discount.​
Adapt to buying
behavior
Being aware of buying behavior allows you to adapt your questions and adjust your style to stay connected, keep a positive vibe and effective client dialogue. We help you recognize the 4 buying behaviors and how to (re)act realtime. Your deliverable? 100% client alignment always.
Marianne Faro, Managing Partner at Itility
"Frits Willem has the ability to grow consultants in effective client communication, tactics and action. Enabling them to reflect and look further ahead. Making them better allround professionals. And in a pleasant way!"