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.
You’ve heard the admonition “Always Be Closing.” Should you worry about it? For some of you, the answer may be ‘yes.’ But for many more – fuggedaboutit. Here’s the truth: in some businesses, “closing” is a relevant art. Those businesses are typically highly transactional in nature (e.g. car sales), discretionary and small ticket price (cosmetics), […]
Ever had a difficult client? I don’t mean the client from hell, I just mean garden-variety difficult. Difficult clients come in lots of different flavors. There’s the client who will not take the time up front to share critical information, explore ideas, or otherwise involve you in the early stages of a project. There’s the […]