Mitra, Sam: BDD211 Becoming a Client's Trusted Advisor

The complexity of selling solutions and increasing share of market in existing as well as new accounts continues to increase the importance of client facing professionals to become a client’s trusted advisor. However, many ask what are the key competencies and how do I reach that level with my cl...

THEMES: Lotus\...\Presentations ... | Mitra, Sam
YEAR: 2008
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HIDEWHEN: GCC-MediumAccess
LABEL: Lotusphere
ORGANIZATIONS: IBM
PEOPLE: Mitra, Sam
PLACES: Orlando
TIME: 2008
 

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Becoming a Client's Trusted Advisor
Sam Mitra / 20.01.2008 16:30:00

The complexity of selling solutions and increasing share of market in existing as well as new accounts continues to increase the importance of client facing professionals to become a client’s trusted advisor. However, many ask what are the key competencies and how do I reach that level with my client. In this session, we will discuss these competencies, the use of effective interpersonal skills to build a stronger, more trusting client relationship, the stages in the evolution of a client-advisor relationship from service-based to trust-based as well as the techniques around giving advice well.

https://www-926.ibm.com/events/lotus/lsph2008.nsf/sessionabstract?openform&sessionid=BDD211

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