When you reach out to a new seller to help them plan their customer briefing you often have a short time to win their trust. They’re probably rushing between meetings and want to get the planning process started and leave it with you. Or they’ve got it all figured out and just want you to run interference! Either way, you’ll want to be sure they perceive you immediately as a full business partner they can confidently rely on to guide them through the process.
I’ve noticed that Briefing Managers sometimes unintentionally reinforce the perception of being “just” in a supporting or tactical role. Here are some tips to help you build trust quickly and create more value.