About Trusted Advisor Workshops

Our Workshops provide a thought-provoking as well as engaging environment for your team to learn and practice the core principles of creating stronger trust-based, professional relationships. The program’s rich teachings are from drawn from 20 years of research and successful client program development by Trusted Advisor Associates.

Participants leave with in-depth knowledge and actionable tools that can immediately be applied across sales, business development, and client relationships, as well as with peers and colleagues.

These sessions mix solid principles with exercises tailored to attendees’ personal business issues and needs.

What do Trusted Advisor Workshops include?

How are they structured?

  • Catered to teams of 15-40 participants
  • Led by Trusted Advisor’s experienced Trust Consultants
  • Half-day, one-day & two-day sessions
  • Typically held in-person, on-site (shorter customized web-based delivery is also possible)

What companies have participated?

We’ve worked with over 100 top organizations in North America, Europe and Asia, from Fortune 500 companies to emerging industry leaders. See our client list here.

Our programs are best suited to the following industries:

–          Management Consulting
–          Finance & Banking
–          Accounting Services
–          Media & Advertising
–          Technology
–          Other high-price-point, complex products, and services

Our programs are best suited for the following roles:

  • Sales
  • Business Development & Fundraising
  • Account & Client relationships and services

How much does the program cost?

Our professional fees are based on delivery days. Please contact us for a quote.

From Workshop Participants:

“It was good to be led by an expert (Andrea Howe) who is passionate about her subject. She is a very skilled trainer, too. This was an excellent course – both the content and the instruction.” — 2016 Participant 

“Noelle Mykolenko was great. She had a mastery of the topics and was rarely stumped during discussions. She was great at keeping the structure of the course and meeting all goals while still facilitating extremely open ended discussions.” — 2017 Participant

“Cate did a fantastic job teaching the course. She was energized, extremely knowledgeable,  adaptable, and just fun to be around! It’s hard to keep 30 engineers’ attention for two days … she hit the perfect amount of instruction and exercises … plus time in the hot seat testing out the concepts. A+!” — 2017 Participant

Workshop 1: Being a Trusted Advisor

In our signature workshop attendees learn and practice the tools required for building  trustworthiness, as well as the complementary skills of creating trust.

The program is built upon the Trust Equation (the four components of trustworthiness), and the five-step Trust Creation Process. They typically include the TQ Trust Quotient Assessment tool for evaluating participants’ trustworthiness. Programs can also address the Trust Principles for creating trust-based teams and organizations.

Key Takeaways

  • Deep understanding of the key components of trustworthiness
  • Extremely practical tips for creating trust in a variety of common business situations
  • Practice in applying tools and techniques to individual-user-specific situations
  • Greater self-confidence, ease and ability to transform risky situations into trust-creating opportunities

Workshop 2: Trust-Based Selling

Trust and “sales” are not typically thought of in the same sentence. Many B2B and services professionals are not even comfortable seeing themselves as “salespeople.” This program transforms participants’ views of business development by the rigorous application of trust principles. Participants learn the critical differences between ‘salespeople’ and trusted business advisors. Participants come to see the basic truth that people are actually more likely to buy from those they trust.

Trust-Based Selling is not a sales process; it is process-agnostic. It teaches participants how to create trust through any process by rigorous application of the Trust Equation, the Trust Creation Process, and the Four Trust Principles.

We address issues like networking, closing, answering the Five Toughest Sales Questions, pricing, cross-selling, delivering pitches, understanding the B2B buying process, and selling to the C-Suite – all from the perspective of trust covered in our three books on trusted business relationships.

Key Takeaways:

  • Tools to focus on real client needs and deeper client relationships, ultimately bringing your sales process to “life”
  • Increased win rate on new client opportunities; higher client retention; lower price resistance; greater cross-selling effectiveness
  • Enhanced teamwork internal to the organization
  • Greater sense of self-worth and integrity

Interested in workshops? Let’s talk.