2010: The Summer of Trust 

Applying Trust Principles to the Sales Process Handout

Are You Client-Focused, Or A Client Vulture?

Are you Talking Your Way Out of a Sale?

Attitude Adjustment: A Customer Service Reality Check

Banking Relationship Strategies and Fake Trust

Build Trust Into Your Selling

Client Focus Right vs. Client Focus Lite

Client Satisfaction Surveys: Yea or Nay?

Client Service, Not Client Servility

Clients, Values and Guiding Principles

Competing With Your Customers: Where Strategy Goes Wrong

Competitive Disadvantage: New Sales Strategies for New Business Models

Competitive Strategy and Business Legitimacy

Conducting the Sales Conversation

Create Trust, Gain a Client

Dealing With RFP’s, Purchasing Agents and Other Formal Buying Processes

Deliver the Perfect Pitch

Differentiation Through Selling, Not Branding

Discounting Price, Value and Psychology

Do a Sales Job on Yourself

Do Clients Buy the Law Firm, or the Lawyer?

Does Trust Really Take Time?

Does Your Customer Trust You? The Acid Test

Don’t Handle Objections Like Snakes

Don’t Let Lead Screening Hurt Your Marketing

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

Features, Benefits and Trust

Findings from the Trust Quotient Self Assessment

Findings from the Trust Quotient Self Assessment

Friends, Motives and Profits: Avoid Fear-based Selling

Giving Prospects the Confidence to Hire You

How Social Media Are Ruining Your Lead Qualification Strategy

How to Answer the Toughest Sales Question

HR Leaders as Trusted Business Advisors

Is Capitalism 2.0 a Mirage?

Leadership, Trust and Intangible Services 

Metrics and Trust 

Metrics: Overmeasuring Our Way to Management

My Client Is a Jerk: Three Keys to Transforming Relationships Gone Wrong

Objections Are Not Your Enemy

Open Letter to Clients: Why You Should Drop RFP’s

Past Participant Learnings and Take-Aways

Profitability in Professional Services 

Rebuilding Trust in the Financial Sector 

Reciprocity and Inbound Marketing

Sales Efficiency Can Hurt Your Marketing

Sales Lessons for Professionals from the Ballroom Dance 

Scandals and the Backlash Against Trust 

Selling by Doing, Not Selling by Telling 

Selling From Principle

Selling Professional Services

Shut Up and Sell

Some Kinds of Sales Motivation are Better Than Others

Stop Trying to Close and Enjoy the Ride

Stop Trying to Close the Sale

Sustaining Client Relationships: Commercial Lender As Trusted Advisor

Ten Myths About Selling Intangible Services

The Business Case For Trust

The Death of Corporations

The Dirty Truth About Price

The Only Two Screening Decisions You Have to Make

The Paradox of Selling

The Point of Listening is Not What You Hear, but the Listening Itself

The Relationship is the Customer

The Trust Equation: A Primer

Three Strategies for Creating Customer Trust

Three Strategies to Increase Business’s Trust

Top 8 Facts About Trust and How to Become More Trustworthy

Trust Me, I’m from HR/IT/Legal/Finance

Trust Process Description Short Form

Trust-Based Negotiation

Truth, Lies and Unicorns

Wall Street Run Amok: Harvard’s to Blame

What Buyers Really Want

What Should Enron Have Taught Us?

What to Say When the Client Says Your Price Is Too High

What You Should Say About Your Competition when the Client Asks You

What Your Client Really Means By Price Objecting

When Clients Demand Price Cuts

When Clients Don’t Buy What a CPA Firm is Selling

When Customer Focus Becomes Predatory

When to Ditch the Elevator Speech and Take the Escalator or the Stairs

Why Closing is Hazardous to Your Sales Health

Why Should We Buy from You? Good Question!

Why Value Propositions Are Overrated

Why Your Sales Process Matters Less Than The Psychology of Selling

Write Your Next Proposal Sitting Next to the Client

You Can Sell to the Purchasing Agent

Your Competitor Is Your Customer Is Your Partner