Tools & Templates
What do the best-of-the-best do in their sales and client meetings to build trust and win work? Use these free tools and templates to learn some of their techniques and get advice on what to do in future meetings.
Client Meeting Planner Template
This three-page template is an essential client relationship building tool. It will help to ensure you have meetings with clients and prospective clients that are engaging and build trust – making them want to buy from you.
Meeting Follow Up Email Template
Want to make sure you continue to build trust and engagement after the meeting, and ensure you get a second one? This template shows you the most effective way to follow up with someone by email after a meeting.
Meeting Assessment Tool
Use this meeting assessment tool to understand exactly what type of relationship you have or are building with a client or prospective client, and to receive advice on what to do in your next meeting to move your relationship towards a trusted, partner relationship.
Octagon Behavioural Profiling Tool
Your behaviour dictates the extent to which people will want to engage with you: colleagues, clients, customers, suppliers. The Octagon is a simple but accurate self-assessment tool that measures your behavioural preferences. It provides a reference point that helps you to think about your own behaviour, how your preferences may impact how others respond towards you, with advice on how you might need to adapt to build rapport.
Video Tips
In these videos The Business of Trust team share some tips on common sales and BD challenges.
Videos of Meeting Scenarios
What does a good sales or client meeting look like?
In these role play meetings, Keith plays the ‘seller’ and Kathryn plays the client – a senior leader in a government organisation in charge of a public transport project. Each scenario addresses a different challenge that we often see our clients face in various meeting situations.
In each video, we first role play a ‘bad’ meeting, followed by a ‘good’ meeting. In between each one, Keith offers some insights as to what works and doesn’t work in building trust in meetings.
Some of the meetings we role play include:
- Making a cold phone call to a new prospect.
- Meeting with a senior decision maker when you’re a detail driven person.
- How to follow up a losing bid.
- A meeting where you disagree with the approach the client is taking.
- Pitching your product or service in a meeting.
- How to close a meeting.
- And more!
To access these videos, sign up here.
Articles
Are you looking for some new ideas on sales and client relationships, or ideas on how to help grow your business or career? Check out these resources and articles for insights and inspiration.
Sales Leadership
Sales Leadership is a collection of perspectives from 12 of Australia and New Zealand’s best practitioners and thought leaders in sales from the Sales Masterminds Australasia Group, including Keith Dugdale.
A Sales Evolution or Revolution?
What’s changed in sales methods over the past 30 years, and what does it mean for modern sales based organisations? A whitepaper by Keith Dugdale and David Lambert
Other Resources
A selection of other resources that we hope might be useful to you in building a client centric organisation.
The 7 Pillars of a Client Centric Culture
Are you trying to build a truly client centric culture in your organisation? This download shows you the seven foundations upon which The Business of Trust believe a client centric culture is truly built.
How to build an effective sales and business development culture: a quick guide.
How do you know when and how you need to change the sales/business development culture in your business? In this quick guide we introduce the 8 key steps to take for effective change.