Charles H. Green, Author at Trusted Advisor Associates

Trust Matters, The Podcast: How to Present Choices to Clients (Episode 7)

By Charles H. Green September 4, 2018

[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is the newest of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…

Trust-based Selling, Redux ca 2018

By Charles H. Green August 27, 2018

Over a decade ago, I wrote Trust-based Selling. As I said in the opening paragraph, "You don't often hear those two words mentioned in the same sentence." What that book…

Trust Matters, The Podcast: Creating Trust After The Sale, for Account Teams (Episode 6)

By Charles H. Green August 21, 2018

Trust Matters, The Podcast: How to Manage an Untrustworthy Client (Episode 5)

By Charles H. Green August 7, 2018

Can You Ethically Sell to a Friend?

By Charles H. Green August 6, 2018

Maybe you have a college classmate in a company your firm would like to sell to. Maybe a neighbor down the street works for an organization you wish you could…

How the Best Leaders Build Trust

By Charles H. Green July 26, 2018

Building trust is one of the most important responsibilities facing leaders today. While organizations go to great lengths to establish a culture that encourages trust, it falls upon individual leaders to bring that level of trust to their teams.

Trust Matters, The Podcast: Stepping Up To The C-Suite Client (Episode 4)

By Charles H. Green July 24, 2018

Why You Should Refer Your Competitors to Your Clients

By Charles H. Green July 23, 2018

(I dug this out of the old chest; it still holds up). Refer your competitors to your clients in the sales process. Yes, I do mean it. This is not…

Seduced by Tools and Processes

By Charles H. Green July 16, 2018

One of my favorite newsletters comes on Sunday mornings from Andy Paul. It’s called The Weekly Sales Fix. (He also does a great weekly podcast). While he focuses mostly on…

Trust Matters, The Podcast: Getting Through Procurement (Episode 3)

By Charles H. Green July 10, 2018

[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is Episode 3 of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…