People vastly prefer to get what they need from people they trust. That’s why trusted sellers generate more sales, faster closings and lasting client relationships.
Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions.
LEAD WITH TRUST
The most effective leaders don’t demand power-based or hierarchical obeisance, but instead influence others to take on the organization’s goals as their own.
BUILD A TRUST-BASED ORGANIZATION
Organizations that cultivate trusting relationships, internally and externally, for their own sake have a decided advantage in business.
THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships — loaded with stories, exercises, tips and tricks, and deeply practical
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.
The hardest thing about describing Trust-based Selling to Americans is the idea that the first step in selling has nothing to do with selling. They just don’t get it. Maybe this will help. Jim Peterson—lawyer, accountant, former newspaper columnist, blogger—told me this delightful story about himself. I’m an American, and had moved to Paris as […]
Are you having trouble with scheduled client meetings getting blown off? For example: your progress update meeting with the client is scheduled for an hour, starting at 11AM. You’re hopeful it might extend to a lunch invitation. 11AM comes and goes, and the client is still in a meeting. Word comes from the client’s AA […]