Author Archive for: Charles H. Green
About Charles H. Green
Charles H. Green is founder and CEO of Trusted Advisor Associates LLC; read more about Charlie at http://trustedadvisor.com/cgreen/You can follow him on twitter @CharlesHGreen
Entries by Charles H. Green
Being a Competitive Seller vs. Being a Trusted Advisor
October 15, 2018 /0 Comments/in Increasing Sales, Sales /by Charles H. Green“What are the most important personal attributes for finding the right balance between being a trusted advisor, and being a competitive seller?” That was the question teed up by a Google sales training leader earlier this month at a Talks at Google session with Ryan Serhant. It’s an intriguing question. (The answer, not so much). But […]
Sex, Lies and Memory. And Trust.
September 17, 2018 /0 Comments/in Trust and Culture, Uncategorized /by Charles H. GreenShe says he sexually assaulted her. He categorically denies it. Surely one of them must be lying, and a Senate hearing is the right place to get to the bottom of it. NOT. I don’t usually write about current events, but sometimes a teachable moment arises that just begs to be waded into. So here […]
Working Too Hard to Make the Sale
September 17, 2018 /0 Comments/in Uncategorized /by Charles H. GreenLet’s talk about working hard. Maybe you think you’re not working hard enough; maybe someone else is guilt-tripping you into thinking so. On the other hand, maybe you’re worried about work-life balance; or maybe you’re looking for that magic 2-day work week. These thoughts rest on one definition of working hard: hours spent. I’d like […]
Why Crying In Your Beer is Just a Waste of Good Beer
September 10, 2018 /0 Comments/in Client/Customer Relationships, Improving Client Relationships, Trust Principles /by Charles H. Green(Today’s post is a rework of an earlier one, focused on trust and reciprocity of emotions). One of the great things about country music is how it speaks to the heart, about real human emotions. Among the arts, music may be the most powerful at mirroring our feelings. Then again – after a certain point, dwelling […]
Tell Your Client Why They Don’t Need You
September 4, 2018 /0 Comments/in Improving Client Relationships, Increasing Sales, Sales /by Charles H. GreenNo, I’m not crazy. (Well, not because of that headline, anyway). It’s actually a serious admonition. Here’s why, and how. ———————- I suspect you want your clients to trust you. And I’m sure you tell them the truth about why they should buy from you. We all would like to think that’s enough for them […]
Trust-based Selling, Redux ca 2018
August 27, 2018 /0 Comments/in Increasing Sales, Sales /by Charles H. GreenOver 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 was about was squaring the circle – explaining the apparent paradox of how you can sell and be trusted at the same time. I believe […]
Recent Blog Posts
- The Strengths Trap: How Overplaying Your Strengths Harms Trust (Part II)April 3, 2024 - 5:51 pm
Part I of this blog described how over-emphasizing the trust-building factors in the Trust Equation without balancing your self-orientation can actually hurt your trustworthiness. It also identified many internal and external triggers that might increase self-orientation. In this post, we explore specific actions you can take to avoid over-playing your strengths. The Goldilocks Effect In […]
- The Strengths Trap: How Overplaying Your Strengths Harms Trust (Part I)April 2, 2024 - 10:57 am
Playing to our strengths can be seductive. We all want to feel we are presenting our best selves, and that naturally leads us to emphasize those things at which we excel. It’s often how we define our professional roles, our careers, even ourselves. Too Much of a Good Thing Some modern psychometric tools are built […]