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
To Live Outside the Law You Must be Honest
August 13, 2018 /0 Comments/in Client/Customer Relationships, Trust and Culture, Trust Principles /by Charles H. GreenBob Dylan long ago surpassed his namesake Dylan Thomas in fame. His lyrics grace the lists of most popular lyrics of all time; my favorite is “the ghost of electricity howls in the bones of her face…” from Visions of Johanna. Some lines are more than just poetically evocative – they also hint at serious truths. […]
Can You Ethically Sell to a Friend?
August 6, 2018 /0 Comments/in Client/Customer Relationships, Increasing Sales /by Charles H. GreenMaybe 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 sell to. Maybe you’ve become friendly with someone in a client company for which you’d like to do further work elsewhere in the organization. Can you […]
Why You Should Refer Your Competitors to Your Clients
July 23, 2018 /2 Comments/in Client/Customer Relationships, Increasing Sales, Trust Principles /by Charles H. Green(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 a sarcastic title, or a clever trick. But I’ll warn you: your motives will affect your outcome. Step One—check your objective. Is it: a. To […]
Seduced by Tools and Processes
July 16, 2018 /3 Comments/in Client/Customer Relationships, Increasing Sales, Sales /by Charles H. GreenOne 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 large B2B sellers, his thoughts this week mirror what I’ve also been seeing in smaller B2C marketers. The overall thought is an over-reliance on tools […]
The Limits of Value Propositions
July 9, 2018 /0 Comments/in Client/Customer Relationships, Increasing Sales, Sales /by Charles H. GreenIn sales, especially B2B sales, having a clearly developed and clearly stated value proposition is unquestionably important. This is especially true for large, complex, or intangible offerings. In fact, some experts go so far as to suggest a value proposition is the key component of successful sales. And most would say that a value proposition […]
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 […]