Articles

All Articles A to Z

• 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
• Best Practices for Opening a Sales Call: Bring a Risky Gift
• 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
• 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
• How Trusted Advisors (Should) Think About “Business Development”
• 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
• 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 6 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