As Canada’s exclusive Trusted Advisor® Associate, we guarantee you get the tools and core messages of the award-winning and proven Trusted Advisor program. At its root, the Trusted Advisor methodology helps you to improve client relationships, increase sales without “selling,” become a better leader, and build stronger teams faster. BPLS is pleased to present Trusted Advisor’s strategies as they dovetail and extend our own.
The Latest From Trusted Advisor
Sales Strategy: Never Let Them See You Sweat?
What’s your favorite sales movie? Glengarry Glen Ross? Wall Street? Jerry Maguire? Here’s one that might not have made your top ten list for sales, but that may help you take a fresh look nonetheless. — September 1961 saw the release of the classic The Hustler. Starring Paul Newman as “Fast Eddie” Felson and Jackie […] Read More
Why Listening to Sales Experts May Be Hazardous to Your Sales
A sales expert, I’m not. A trust expert, I think I’ve become. And it turns out, there’s a big overlap. — One of the interesting points in Neil Rackham’s classic SPIN Selling is that certain techniques developed for small-item selling – notably closing – actually backfire when applied to larger, more complex sales. In other […] Read More
Don’t Focus Just on Skillsets
It’s become a truism: you can’t manage what you can’t measure. (Actually, it’s quite a debatable proposition.) A corollary is that therefore what matters are observable behaviors, hence the essence of training is to develop skills that generate those behaviors. We’ve all seen, in the opening page of nearly every corporate training session’s objectives statement, […] Read More