Trust engineering for technical minds
Your technical experts know their solutions inside out. It should be the logical choice, but buying decisions are driven by emotion. Clients buy from people they trust, and trust needs more than credibility.
Most technical sellers know this in theory, yet the urge to lead with competence and features is strong. But would a travel agent spend the meeting talking about the plane?
When clients don’t feel understood or cared for, they stay cordial but guarded. You remain a vendor, locked out of the inner circle of trust where partners reside. Without a connection, deals stall, accounts don’t grow, and competitors who build better report win.
This is where emotional intelligence meets expertise.
How it works
We bring Trusted Advisor principles to life through practical coaching-the-coach and workshop materials. Your team learns 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.