Actually, We’re Run by Pre-Adolescents: Why Reason Deserts us at Make or Break Moments…and Restoring Sanity
I was recently chatting with a good friend, Mark Hurwich, about some of the struggles we encounter when it comes to walking into a sales meeting. I think Mark hit the nail on the head when he spoke about how we can really be run by inner pre-adolescents that can take over even when we’re the […]
Clients Don’t Buy Solutions, They Buy Problem Definitions
I read an awful lot written about the role of value creation in sales, and I think it’s often misconstrued. So here’s a provocative statement: People don’t buy your value proposition – they buy your problem statement, and give you the sale as a reward. Value: The Usual Suspect If sales were like the movie […]
Cross Selling: Part 3 of 3 – How to Get It Right
This is part 3 of a three-part series. If your organization offers multiple service offerings, you may find this series of interest. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right In Part 1 I said that cross-selling was the single biggest growth opportunity […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.