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Trusted Advisor

This Trusted Advisor training has been created for service professionals operating in any industry, and at any level, and serves as a practical guide on establishing and maintaining relationships with clients and colleagues. It will assist anyone whose business is built on trust, and who believes that service business growth depends on excellent service and positive customer experiences, resulting in long-term client relationships.

The practical tools and exercises in the training will improve your ability to earn trust and to sharpen your trust-building skills. You will be taught how to approach prospects and clients based on a relationship of trust, and how to implement this skill in your daily work life. The training is available in English, German, Dutch, French, Spanish, Turkish and Russian.

Objectives of this training

The objectives of this web-based training are:

  • To understand what it means to be a Trusted Advisor.
  • To understand what characteristics are needed to become a Trusted Advisor.
  • To enable you to reinforce those characteristics you already have and to determine which of them need to be developed.
  • To understand the importance of the role of the Trusted Advisor in the sales process so that it develops into one that is trusted by customers.
  • To understand that a Trusted Advisor's behaviour makes the selling process of service more assertive.

The training consists of 7 modules:

Module 1: Trusted Advisor

  • What is a Trusted Advisor?
  • Evolution of a Trusted Advisor
  • Expertise and Interpersonal Skills
  • Characteristics that a customer finds important in a person they are buying from

Module 2: Maintaining Confidence and Credibility

  • Trust as a formula
  • The Trust development Process

Module 3: Communication Methods

  • Elements to ensure engagement with communication
  • Forming messages
  • Types of communication
  • What is a good communication?
  • Presenting a solution to your customer

Module 4: Organisation and Productivity

  • What is Time Management
  • Setting goals
  • The process of Time Management

Module 5: From Lead to Closure

  • Understanding yourself and your customers
  • Understand the Sales Lead to Closure process
  • How to determine the opportunity type
  • How to identify the customer type
  • How to create understanding of the customer situation
  • How to pre-identify needs and related solutions

Module 6: From Lead to Closure

  • Dealing with customers (Interaction Phase)
  • Make the customers aware of their needs
  • Create a buying vision
  • Calculate the impact of your solution
  • Gain access to pow

Module 7: From Lead to Closure

  • Dealing with customers (Closure Phase)
  • Make and agree on a formal proposal
  • Manage and control expectations


Trusted Advisor Online Course​

  • For whom?: All Employees Facing Customers such as Field Engineers, Support Centre Professionals and Salespersons​
  • Language: English​
  • Price: 595 Euro 

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Field Service Engineer
Customer service is not a one-size-fits-all skill.