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http://trustedadvisor.com/public/trusted_advisor1.png00Charles H. Greenhttp://trustedadvisor.com/public/trusted_advisor1.pngCharles H. Green2007-06-15 12:14:342007-06-15 12:14:34Welcome to YourCo Trusted Relationships DiaBlog
What’s your favorite sales movie? Glengarry Glen Ross? Wall Street? Jerry Maguire? Here’s one that might not have made your top ten list for sales, but that may help you take a fresh look nonetheless. — September 1961 saw the release of the classic The Hustler. Starring Paul Newman as “Fast Eddie” Felson and Jackie […]
A sales expert, I’m not. A trust expert, I think I’ve become. And it turns out, there’s a big overlap. — One of the interesting points in Neil Rackham’s classic SPIN Selling is that certain techniques developed for small-item selling – notably closing – actually backfire when applied to larger, more complex sales. In other […]