Evolving the Trusted Advisor
Has the Trusted Advisor model been superseded?
The Trusted Advisor model introduced us to the wonderfully common sense, yet rarely common action approach to building strong relationships as advisors.
The model was and still is invaluable for sales, consulting and internal advisory functions like HR, Finance and IT, in showing us how to build trust and therefore achieve better outcomes.
The Challenger research from CEB came about in 2009, when their members were asking, “how do we continue selling through a recession?” Yet what CEB discovered was a far more powerful finding: That certain behaviour resulted in higher sales performance, whatever the economic context.
So does the Challenger research mean the Trusted Advisor model is obsolete?
Here we’ll look at each model, how they might be complementary and some recommendations for businesses.
Guess what happens if you click the image below?
And if you want to find out more straight from Matthew Dixon, Brent Adamson and the CEB, click the image below and be whisked away to a rain forest.