Cross Selling: Part 1 of 3 – What’s at Stake
This is part 1 of a three-part series. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right If your organization offers multiple service offerings, you may find this series of interest. What is Cross-Selling? Definition: Cross-selling refers to two kinds of sales relationships with […]
Trust and The Future of Work: A Podcast With Jacob Morgan
Trust has been a main discussion point for most of my career. Trust in business, trust in selling, trust in relationships. Increasingly, people are discussing how trust in business and in organizations (or the lack thereof) is starting to affect how we all do business and people are starting to wonder how it will affect the […]
Caught Between the Grinding Wheels of Sales
A workshop participant recently said something that instantly took me back a few decades. I remember feeling exactly as he described it: What am I supposed to do? On the one hand, I genuinely want to do right by my client. At the same time, my firm is depending on me to drive revenue there. […]
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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.