Trust-based Selling Program June 19 in the Baltimore-Washington Area
I will be offering a special one-day open enrollment session of Trust-Based Selling on June 19 in Columbia, Maryland. Attendees will be capped at 25, and I’m announcing it first here. If you’d like to be more trusted by your clients and customers, if you’re tired of sales models that are seller-centric at heart, […]
Why Corporate Training May Be Less Effective Than Bird Training
Flying from Newark to Hong Kong, I indulged myself in catching up on the New Yorker. This issue (May 12, 2008) was a double-delight, and offered inadvertent insights on corporate training. I always welcome a new Malcolm Gladwell article—"In the Air: Who Says Big Ideas are Rare?" is on the nature of creativity, and the […]
Is “Brand Trust” An Oxymoron?
Branding is not the same as trust; but they have things in common too. Which is which is a matter of interest.
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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
“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.
THE TRUSTED ADVISOR
This 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.