Improve your relationship with your clients so you become a trusted adviser

www.thetrustedadviser.co.uk

The quality of the relationship between an agency, a professional services company or a sales person with their client is crucial.

A ‘buyer-supplier’ relationship will be less rewarding and less fulfilling. Price will be the dominant factor and the ultimate danger is being commoditised – ie the client buys from you because of your lower price. This type of relationship is normally less profitable. You are less likely to be working directly with decision makers. More likely to be working with ‘implementers’.

A trusted adviser relationship, or peer-to-peer relationship is far more rewarding and fulfilling. The client values your expertise and the value that you bring. This type of relationship will be more long term and usually more profitable. You are more likely to be working directly with senior decision makers and budget holders.

Would you like to improve the quality of the relationship your organisation has with your clients?
Would you like to see your expertise and value appreciated more by your clients?
Would you like to know how to speak the language of the senior decision makers within your client companies?
Would you like more sustainable long term profitable relationships with your clients?

Chris Merrington, the founder of Spring 80:20 works with agencies and service organisations to become trusted advisers with their clients and is the author of the book “Why do smart people make such stupid mistakes” published in 2011.

Chris has been helping his clients consult more effectively as Trusted Advisers since 2001. Chris has worked with both corporate clients (Telegraph, EMAP, Zurich Insurance, Johnson & Johnson and M&G) and also marketing and communication agencies (agencies within Interpublic Group, Publicis Group, Omnicom and Engine Group) both large and small, independent and regional.

"Negotiation - How much is your 'Yes' costing you?"

Chris Merrington recently had an article published on www.thesalespro.co.uk

Read article on Sales Pro

Synergy

"Chris has a great way of training people - not only do they listen but they actively adopt the tools he gives them...I cannot recommend him highly enough to other agencies."

Managing Director

Zurich Insurance

“…thank you for your work with my sales team…impressive you were able to make the training appeal and apply to our specialist area…look forward to working with you again…”

Business development manager

Johnson & Johnson

"It has been a pleasure working with you on the Barcelona 2011 Sales Conference...I definitely feel your contribution...has been part of hitting our Q1 business plan. The team also requested a follow up later this year. Definitely a workshop to recommend to all sales teams."

Marketing Manager UK/Ireland

emap

“The work Chris Merrington did with Emap's recruitment sales teams before he undertook a six session training programme was as important as the training itself; he investigated our markets, spoke to the sales teams, listened to sales calls and really worked hard to understand the motivation behind our investment in both paper and online sales training.
The result was a series of popular, inventive and interactive but, most importantly, practical sessions which resulted in an almost 100% success rate in up selling online packages.....”

Head of Recruitment Sales EMAP Public Sector

Read chapter one of Chris Merrington's new book for free

Chapter one is available as a 64 page A6 mini-book and outlines the top 15 negotiation mistakes that are made. Wonderfully illustrated with poignant cartoons to demonstrate some of the mistakes.