Advice and Consulting Skills (Trusted Advisor)

Trusted Advisor

You know that the ultimate competitive advantage of advisors, consultants and relationship managers does not lie in expertise, strategic skills or intelligence. But within the ability to build trust quickly and strongly. After all, that is the essential basis, mainstay and breeding ground for success.

Consulting skills

Trixolutions has specialized in the past 10 years as “Trust Builders” whereby we pass on our expertise in training and coaching processes.

We start with a Trust Ratio Assessment whereby the participant receives feedback about his / her strengths / pitfalls on the 4 pillars of the ‘Formula of Trust’ (The Trusted Advisor, D. Maister).

We then continue to work with the different building blocks of a “Trusted Advisor”, for example:


  • Trusted Advisor – the model.
  • The 4 levels of a customer relationship.
  • The 7 phases of an advisory relationship.
  • What is trust?
  • The Formula of Trust?
  • Your Trust Ratio Assessment?
  • It takes two to tango … Partnering?
  • Self-knowledge is the basis of authenticity.
  • Listen empathically.
  • Start right from the beginning – the right kick off!
  • Personality typologies (Insights/DISC)


  • Your Trust Pitch?
  • Understanding trust needs and needs.
  • Risk builds trust.
  • How do you go from tactics to strategy?
  • As a Trusted Advisor at CxO Level.
  • How to deal with “politics” at your client?
  • “Getting Naked” by P. Lencioni.

Curious? Feel free to request a sample report.


Origin: The Trusted Advisor

This model is based on the ideas of Maister and Galford, The Trusted Advisor, and McGraw-Hill, Trust-based Selling.

It is a model that indicates the components of trust.

The Formula for Trust

The model describes the variables that together describe the level of trust. Trust is an essential part of many good relationships. Both private and business. Trust is a bilateral relationship between two people (or a person and an organization where it should be noted that people almost never trust an organization but always the person with whom they have the relationship). One trusts, the other is trusted.

This formula is for those who want to be trusted by the other. Despite the fact that trust is perhaps one of the most “intangible” subjects, a formula nevertheless provides tools for this phenomenon.

In this formula, trust consists of 4 variables:

  • Credibility;
  • Reliability;
  • Intimacy;
  • Self-orientation / ego.

What can you do with it?

Be aware of the fact that building trust is not a trick that you can learn in a second. Building trust can only succeed if it comes from within, based on beliefs, norms, values ​​and principles. If not, there will always be a moment when the confidence built on foot will disappear on horseback. Stay authentic.

More info? Do not hesitate to contact us.

Commercial skills

“Selling” is of all times. We may call it different from time to time, but often it revolves around a number of key skills that make you successful as a sales representative, consultant, account manager or salesperson.

  • What is a “smart” and “successful” business development strategy?
  • The best ways to tackle your prospecting
  • What is a sales cycle and how does it work? How do I align it on a purchase cycle?
  • What are the 5 classical phases during a commercial conversation and how do I excel in each phase
  • The ‘Solution Selling’ methodology was cast in a dynamic workshop
  • ‘Closing the deal’ – how do you approach this. Best practices with regard to closing techniques
  • The ‘rules of engagement’ explained during negotiations
  • The difference between “interests” and “positions”
  • The Thomas and Killman model as a radar during negotiations
  • What is a win/win-result and how do you achieve it?
  • What is your ‘batna’ and ‘zopa’ – two important negotiating concepts explained
  • Closing techniques unraveled
  • REPutation: “the Reason Everybody Pays”
  • The three major fears that lead to turbid communication

The courses are offered in the classroom way but also in (personal) coaching processes, E-coaching modules or a Keynote.

For more information, please contact us.