Can You Differentiate Yourself from a Competitor in a Sales Presentation?
Focusing on your competitor dilutes your ability to be client-focused; differentiate by being who you are.
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
Focusing on your competitor dilutes your ability to be client-focused; differentiate by being who you are.
A self-confession: it’s hard to fix my own inadequate approach to having value conversations with clients.
Collaboration is critically linked to trust; an interview with Brandon Klein, collaboration king.
Using trust can not only cut costs and time, but lower risk as well.
A training exercise beginning with introductions can tell us a lot about how and what we trust.
Why stories are a powerful supplement to listening for trusted advisors who wish their advice to be taken
A great job of successful selling by directly addressing issues in real time–selling by doing.
This post went out the day before Thanksgiving in the US. Which means a fair number of TrustMatters readers may have had a few other things on their mind. So with apologies for the repetition; here it is again. Greetings, and welcome to Edition 3 of the TrustReader. The TrustReader series announces the publication of […]
Harvard B-School prof Sahlman makes a really fine diagnosis; and a merely good prescription
The Trust Reader Volume 3 Greetings, and welcome to Edition 3 of the TrustReader. The TrustReader series announces the publication of new articles on the Trusted Advisor website. Get the Trust Reader volume 3 here In this edition of the TrustReader there is a common theme: the idea of applying principles to business. One applies […]
We often think of establishing trust in business relationships in sales-related roles. For instance, if I have a product or service, I will tell you how my industry knowledge and credentials will make it clear I am the person you should buy from. In short, you can trust me. I know everything there is to […]
Trust is complicated in many aspects of our daily lives; by comparison, trust in business seems relatively straightforward. Or is it? While personal trust involves emotional and relational complexities, trust in business is not necessarily uncomplicated. It involves navigating ethical dilemmas, managing diverse relationships, adapting to cultural differences, and maintaining transparency—all of which require careful attention […]