Is Selling Too Hard? Maybe You’re Doing It Wrong

Most salespeople love athletic metaphors. For example, consider these well-known maxims: No pain, no gain The harder you try to hit the ball, the worse you do. Note – these two platitudes express precisely opposing points of view. So – which is the right answer? Is it effort – or form? Is it grit – or ease? Many […]

The Twelve Steps of Business Relationships

Twelve-step programs are commonly known as ‘recovery’ programs – a structured approach to getting out of a problem situation.  But what if you turned that perspective on its head? What if you saw a program – particularly one with twelve steps – as something to advance you from an already-good situation to an even better, new […]

Escaping the Grinding Wheels of Sales

The plaintive question suddenly took me back a few decades. I remember feeling exactly as the person described it: What am I supposed to do? On the one hand, I genuinely want to do right by my client. At the same time, my firm is depending on me to drive revenue there. They’re not asking […]

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 advice.
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TRUST-BASED SELLING

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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