Trust engineering for technical minds
From credible expert to trusted advisor
Your technical experts and sales teams know their solutions inside out. But clients don’t buy on technical merit alone. No matter how logical they seem, emotions are a part of their decision-making. They buy from people they trust. As Maister’s Trusted Advisor model shows: clients care about your solution once they know you care about them. This is where technical expertise meets emotional intelligence.
Common mistakes include leading with features when clients need to feel understood. Solving visible problems without fully exploring what’s underneath. When that happens, deals stall, accounts don’t grow, and relationships stay polite but distant. Competitors who connect better win.
How it works
We bring Trusted Advisor principles to life through practical coaching-the-coach and workshop materials. Your teams learn to:
– Lower self-orientation and lead with genuine curiosity
– Being aware of trust building in client conversations
– Apply emotional intelligence in technical communication
– Turn complex facts into relatable stories clients connect with
– Build an advisory presence that earns long-term partnerships
The result
Technical teams who build trust faster, strengthen client relationships, and become the advisors clients rely on. Sales leaders equipped with frameworks and materials to develop their people continuously.
Program options
Intensive
6 months | For sales leaders committed to transformation
What’s included:
- 12 bi-weekly 1:1 coaching sessions
- Complete workshop materials (4 workshops) + facilitator guides
- Frameworks applied to your specific sales context
- Ongoing support between sessions
You get coaching on how to facilitate workshops with your team and help adapting examples to your reality.
Foundation
3 months | For sales leaders ready to start
What’s included:
- 3 monthly 1:1 coaching sessions
- Core workshop materials (2 workshops: Trust Equation + client communication framework)
- Ready-to-use facilitator guides
- Email support between sessions
You receive coaching on facilitation and how to adapt the materials to your team’s specific challenges.
Workshop + toolkit
1-day intensive | For teams who want to start fast
What’s included:
- Full-day Trust Engineering workshop (virtual or in-person)
- Coaching toolkit with facilitator guides
- 30-day follow-up coaching call
I facilitate this workshop with your team. You receive all materials to continue the work internally.
Investment: €3,500
For: Teams who want immediate impact and tools they can run with.