The articles to the right have been written over the years. They are available in both .pdf and html format. You may use them any way you like, as long as you indicate the author (Charles H. Green), copyright (same), and contact (email or phone). You can also view the site's content according to three primary categories:

Articles

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Trust Me, I'm from HR/IT/Legal/Finance 2010
Open Letter to Clients: Why You Should Drop RFPs 2010
Competitive Strategy and Business Legitimacy 2010
Sales Efficiency Can Hurt Your Marketing 2010
How Social Media Are Ruining Your Lead Qualification Strategy 2010
Rebuilding Trust in the Financial Sector 2010
Objections Are Not Your Enemy 2010
Are You Talking Your Way Out of a Sale? 2010
Why Should We Buy from You? Good Question! 2010
Your Competitor Is Your Customer Is Your Partner 2010
Three Strategies to Increase Business's Trust 2010
Three Strategies for Creating Customer Trust 2010
You Can Sell to the Purchasing Agent 2010
Deliver the Perfect Pitch 2010
Sales Lessons for Professionals from the Ballroom Dance 2010
Shut Up and Sell 2010
Metrics: Overmeasuring Our Way to Management 2010
When Customer Focus Becomes Predatory 2010
How to Answer the Toughest Sales Question 2009
Why Value Propositions Are Overrated 2009
What to Say When the Client Says Your Price is Too High 2009
Selling From Principle 2009
Stop Trying to Close and Enjoy the Ride 2009
The Only Two Screening Decisions You Have to Make 2009
Do a Sales Job on Yourself 2009
Wall Street Run Amok: Why Harvard's to Blame 2009
The Paradox of Selling 2009
Does Trust Really Take Time? 2009
Client Focus Right vs. Client Focus Lite 2009
Discounting, Price, Value and Psychology 2009
Client Service, Not Client Servility 2009
Competitive Disadvantage: New Sales Strategies for New Business Models 2009
Some Kinds of Sales Motivation are Better Than Others 2009
Applying Trust Principles to the Sales Process Handout 2008
Trust Process Description Short Form 2008
The Trust Equation: A Primer 2008
The Point of Listening is Not What You Hear, but the Listening Itself 2008
What You Should Say About Your Competition when the Client Asks You 2008
Giving Prospects the Confidence to Hire You 2008
Does Your Customer Trust You? The Acid Test 2007
Write Your Next Proposal Sitting Next to the Client 2007
My Client Is a Jerk: Three Keys to Transforming Relationships Gone Wrong 2007
Don't Handle Objections Like Snakes 2007
Trust in Business: The Core Concepts 2007
Friends, Motives and Profits: Avoid Fear-based Selling 2007
When Clients Don't Buy What a CPA Firm is Selling 2007
Truth, Lies and Unicorns 2007
Don't Let Lead Screening Hurt Your Marketing 2007
Stop Trying to Close the Sale 2006
Sustaining Client Relationships: Commercial Lender As Trusted Advisor 2006
Are You Client-Focused, Or A Client Vulture? 2006
Why Your Sales Process Matters Less Than The Psychology Of Selling 2006
Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling 2006
Create Trust, Gain a Client 2006
The Business Case For Trust 2006
Banking Relationship Strategies and Fake Trust 2006
Metrics and Trust 2005
Scandals and the Backlash Against Trust 2004
Profitability in Professional Services 2004
Build Trust Into Your Selling 2004
Trust-Based Negotiation 2003
Competing With Your Customers: Where Strategy Goes Wrong 2003
Differentiation Through Selling, Not Branding 2003
When Clients Demand Price Cuts 2003
Dealing With RFPs, Purchasing Agents, and Other Formal Buying Processes 2003
The Relationship is the Customer 2003
What Should Enron Have Taught Us? 2002
The Death of Corporations 2002
Leadership, Trust and Intangible Services 2002
Do Clients Buy the Law Firm, or the Lawyer? 2002
Clients, Values and Guiding Principles 2002
Client Satisfaction Surveys: Yea or Nay? 2002
Features, Benefits and Trust 2002
Selling by Doing, Not Selling by Telling 2002
What Buyers Really want 2002
HR Leaders as Trusted Business Advisors 2001
Selling Professional Services 2001
Conducting the Sales Conversation 2001
Ten Myths About Selling Intangible Services 2001