When Motives Become Clear

Disclosure Is Not Transparency

Transparency, most of us would agree, is a positive thing.  And disclosure is an obvious way to get there. But transparency and disclosure are not the same thing. And confusing them can actually harm transparency. So – what’s the difference between disclosure and transparency? Transparency and Trust Besides “able to transmit light,” the dictionary defines transparent […]

Don’t Hog the Trust

If you’re in an advisory or sales role, you probably strive to be a trusted advisor to your customers. After all, if your customers trust you, tons of things start to go right, and you find yourself in a highly favored situation. But there’s a paradox: if you set out to be relatively favored by your customer – […]

perfect pitch

The Perfect Pitch in Sales: 9 Rules

You’ve heard about “the dog and pony show,” the “beauty contest,” or perhaps “the shoot-out.”  Maybe you just call it “the pitch.” The term is more common in some industries – advertising, executive recruiting, some law firms – but we’re all familiar with it. Typically it’s thought of as an event – a somewhat formal presentation […]

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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